Stalled to Signed: How Leading IAM Platform Won a $1.5M Complex Deal

Vartana was acquired by Capchase in June 2025. Capchase now powers the former Vartana financing platform. 

When a buyer needs to spread out a large tech investment but your company only bills annually, third party financing becomes the difference between winning and losing the deal.

That’s exactly what happened when an Account Executive at a leading $2.5 billion identity and access management (IAM) platform company, worked to close a high-stakes, 3-year $1.5 million contract. Without Capchase, the deal likely would’ve slipped to the following year. Instead, it closed on time — even with complex buyer financials, an EU-based parent company, and a tight timeline during the holidays.

The Challenge: A non-standard buyer and a ticking clock

The buyer was a U.S.-operating company owned by a large European conglomerate, with a history of mergers and acquisitions. That non-standard financial structure quickly became a barrier for most financing providers.

Compounding the complexity:

• The buyer requested monthly payments for budget flexibility.
• They needed to delay the first payment until later in the year.
• The deal needed to close before FY-end and during the holidays, adding urgency.
• The IAM vendor, like many enterprise SaaS companies, only bills annually, so third-party financing was the only path forward.

“Without financing — and creative financing at that — this deal would’ve pushed out six months or more.” – Account Executive

The Solution: Capchase's speed, flexibility & self-serve platform

Once the AE connected with Toby, his Program Manager, the process moved fast and smoothly. Together, they crafted a flexible structure to get the financing for the deal approved and defer initial payments while still booking the deal in their Q4.

Here’s what stood out:

• Speed & responsiveness

“Toby was answering big problems in under an hour. I’d get updates either from him or the platform within minutes, unlike days with other financing providers. Quick answers in Slack is much easier than waiting blindly for email responses.”

• Intuitive, self-serve platform with real-time visibility

“You submit the financing request and the Capchase platform tells you near immediately where it stands and what, if anything, is needed. That kind of live feedback is a game changer.”

• Creative deal structuring

“The buyer wanted to start implementation in summer, but we had to sell it in January. Capchase let us defer and restructure payments to make that work.”

The Outcome: Deal closed, Upfront revenue secured, Happy buyer, Empowered sales rep

With Capchase's support, this $2.5 billion company was able to:

• Close the $1.5M deal on time
• Finance $500K for year 1, billed monthly, and delayed first payment
• Avoid pushing the deal to the next fiscal year
• Give the buyer flexible payment terms without changing its annual billing model

“This deal wasn’t going to happen without Capchase. Toby and the platform made it possible.”

Financing built for sellers

What the Vendor Needed

▶️ Flexibility with non-standard, EU financials 

▶️ Deferred payment options

▶️ Self-service speed and fast personalized support

What Capchase Delivers

✔️ Approval where others declined

✔️ Custom structure allowed delayed start

✔️ Real-time updates in platform + Slack access = Fast answers and sales rep maintaining control of their deal

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Fast, flexible, and self-serve: Software financing that keeps deals moving and purpose-built for sales

Interested in closing big deals and empowering your reps? Let's talk.

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