Simulation Details

Sumo Logic is a top provider of enterprise SaaS analytics and log management, specializing in cloud-native solutions for organizations with complex, multi-cloud, and hybrid IT environments. Trusted by thousands of enterprise clients—including major financial institutions and global e-commerce platforms—Sumo Logic processes massive volumes of log and telemetry data from AWS, Azure, Google Cloud, Kubernetes, and on-premises systems. The platform offers over 200 integrations, advanced security and compliance features (SOC 2 Type II, ISO 27001, GDPR, HIPAA), and machine learning-powered threat detection. Sumo Logic is recognized for rapid onboarding, high customer retention, and its ability to deliver measurable business outcomes, such as reducing incident resolution times and supporting seamless migrations from legacy SIEM solutions. In a competitive and risk-averse market, Sumo Logic’s transparent pricing, robust support, and proven track record set it apart.

You step into the role of a Pursuit Account Executive at Sumo Logic, tasked with advancing a high-stakes SaaS sale to the Director of IT Strategy at a Fortune 500 financial services enterprise. Your challenge is to engage in a real-time, one-on-one chat with a highly skeptical client who has recently experienced a costly failed migration with another vendor. Using advanced consultative selling and MEDDPICC qualification techniques, you must uncover the client’s true business pain points, address objections around integration, compliance, pricing, and support, and build trust through precise, evidence-backed responses. Your goal is to guide the conversation toward a concrete next step—such as scheduling a technical session, initiating a proof-of-concept, or moving to procurement review—while maintaining professionalism and empathy under internal deadline pressure.

– Engage in a focused chat with the Director of IT Strategy to uncover and address their specific concerns.
– Demonstrate your negotiation and consultative selling skills by providing tailored, evidence-based responses.
– Build credibility and trust by referencing relevant customer outcomes and platform features.
– Secure an explicit verbal commitment from the client to move the sales process forward.
– Summarize and confirm the agreed next steps within the chat.

Team

Who you will work with in this Simulation
Your team is 100% generated by AI – you will not interact with real people and no human will read your conversation.

Leland Okafor
Director of IT Strategy

Kari Alger
Senior Regional Sales Director

Riley Chen
Pursuit Account Executive

Organization

A leading provider of enterprise SaaS analytics and log management, specializing in cloud-native solutions for complex, multi-cloud, and hybrid IT environments.