How To Deal With Procurement

Dealing with procurement isn't as scary as you think 🤫

(The lead buyer of my first 7-figure deal became a friend)

Here’s what you should know:

1️⃣ For Enterprise deals, buyers join the sales process after the business unit decides to move forward and start negotiations.

(Usually, once you’ve sent a first proposal)

2️⃣ The main job of a SaaS buyer is to protect their company from bad deals and breaching company guidelines.

They focus on:

→ Negotiating terms and pricing 

→ Evaluating and comparing proposals 

→ Ensuring compliance with company policies

3️⃣ To win buyers over, do this:

→ Ensure accurate documentation

→ Be transparent about pricing + terms

→ Don’t underestimate rapport building

The last two were crucial for all my deals. 👇

4️⃣ People think buyers only care about getting the best rates and making you suffer.

This may be true in old school retail, where margins are tight, but in SaaS, the focus is on long-term value and partnership.

If you sincerely follow the above, many buyers will be accommodating. After all, the company wants your product.

What's been your own experience?