In this special edition, we hear the buyer and seller perspectives on a $1.2 million deal between Uber Eats and the French startup, OCUS. Host Andrew welcomes Russell Bradley-Cook from HubSpot and Chris Mark, a tech strategy operations expert, to share their firsthand experiences and learnings from this transformative deal. Background: The deal was $1.2m between Uber Eats and OCUS, a French startup specializing in scalable photography services. The seller, Russell Bradley-Cook who currently manages HubSpot partnerships in EMEA, was head of enterprise sales at OCUS. Chris Mark was on the buys side of this deal with UberEats. Chris has directed operations with smaller startups as well as Uber and DoorDash Challenges: OCUS was tasked to build a photographer network in the UK to prove themselves as a reliable vendor to UberEats For OCUS to win they needed to create a seamless API integration between OCUS and Uber Eats' systems OCUS used procurement’s pressure to lower pricing as an opportunity to grow the size of the contract. Key Learnings: Understanding the customer's needs and flexibility can outweigh the scale and resources of larger competitors. Sales executives' understanding of technical aspects, such as API integration, can facilitate negotiations of complex deals. Negotiating a payment structure allowed for cash flow to fund projects before delivery and rapidly scale the business Chris Mark on LinkedIn: https://www.linkedin.com/in/cmark33/ Russell Bradley-Cook on LinkedIn: https://www.linkedin.com/in/russellbradleycook/ Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at OrgChartHub.com/podcast Questions, comments, ideas - reach out to: https://www.linkedin.com/in/andrewkappel/