The mystery is what happened between that phone call and the $100M ARR. The customer says "Can I get a PoC" but you don't actually have any code yet. You just hope your tech team is able to conjure whatever you were able to sell?
Enterprise software rollouts can take months to actually get started from the point of procurement.
This happened at one startup where the sales team bid on a RFP, won, and then had to build it while finalizing the deal.
(First cut ended up being trash and crashed as soon as the customer took it global. It was replacing a paper process and had worked fine in a small scale pilot with one sub org. Customer ended up going back to paper and it took 4 years to rectify and try again)
