The Richards Group
Simply put, The Richards Group lost a bid to a competitor, and not because of cost savings or service. They lost this bid because that competitor was backed by Zywave.
The winning competitor showed the client the functionality they had thanks to Zywave products. Following the loss of this client, The Richards Group decided to make a change. Pete got on the phone with his Zywave Account Executive and became a Zywave partner soon after.
However, the winning competitor delivered little of the value they promised. A few years later, a new RFP was initiated by the client. The Richards Group went back to that lost opportunity and won them back from the competitor with their new Zywave tools.