Higher-value sales.
WHAT DIFFERS FROM SELF-SERVICE
Several people involved A procurement process Security and legal review Longer timelines Negotiation
WHAT TO ESTABLISH EARLY
Who decides Who can prevent it What their process requires When their budget exists
WHY THE SECOND ONE
Security, legal and finance can each stop a deal, and each is discovered late.
WHAT TO PREPARE IN ADVANCE
A security document A standard agreement Insurance details References
WHAT THAT SAVES
Weeks of delay per deal.
WHAT TO RESIST
Custom development to win a deal Terms that set precedents Discounts without something in return
WHAT TO ASK FOR IN RETURN FOR A DISCOUNT
A longer commitment Payment in advance A reference or case study
WHAT TO NEVER DO
Promise features with no decision to build them.
WHAT TO PUT IN WRITING
Everything agreed.
WHAT TO WATCH FOR
A deal where you are the only advocate inside the customer.
WHY
It fails when that person leaves or is overruled.
WHAT TO DO
Build contact with several people.
