The Scariest Deal Stage

Your SaaS deals may spend close to 90 days in this stage.

Legal & IT Review.

You got a verbal Yes to move forward?

Good for you, but you’re far from done.

Now you have to go through the nitty 

gritty details to have it also in writing.

That means: you’re now dealing with

their Legal and IT security teams.

→ Custom terms (liabilities, SLAs)

→ Data security (e.g. data hosting)

→ Compliance (regulations: GDPR)

The biggest challenge here? Those

teams are usually swamped in work.

That means that you’ll have to enter

a cue until it is finally time for your deal.

And the sad news? They usually don’t 

care what your desired close date is.

In their eyes any detail that is overlooked

can cost them easily 10x of your deal size.

How to be the most effective for this step?

→ Bring up Legal/IT topic early w/ DMs

→ Share past deals' learnings proactively

→ Collab on joint docs async, discuss in calls

Dealing with Legal and IT used to scare me.

Then you realize they just have to do their job.

The more you pre-chew for them, the more 

they’ll appreciate you and try to help you out.

In the end, they’re normal human beings. With

some I have stayed in touch with to this day.

What is your best practice for this step?

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