Our ASP is about $10k. Our monthly number is $50k, this deal has been negotiated to $40k. This is a MASSIVE 55 % discount. We are replacing our main competitor who is the incumbent.
My champion has told us we are the vendor of choice. We have solid rapport, and we have IT/security, finance, and end user sign off. Legal just came from the top rope and asked us to adjust our general terms. Essentially they are worried about a worst case scenario data breach of our solution. Even though we passed IT/security review instantly, and our brand rep is stellar.
My segment signs dozens of these agreements per week, so our Legal IS NOT willing to adjust our general terms. They can't customize every SMB deal, as it'd expose them to risk and suck up all their resources.
We just talked to the client legal rep and my manager helped explain. Legal rep said he'd go back to his team and relay our feedback, but frankly he seems like a bit of a schmuck. Very passive and struggled to find his words/relay his thoughts.
How the fuck do I get past this random legal guy? Do I
-Ask my champion to throw her weight around and get this through?
-start cold calling random legal execs there til I find the right person to escalate this to?
-Get assertive and tell him that he needs to meet us in the middle since:
1)we've given a large discount
2)we're the vendor of choice
3)we relented on one of his legal objectionshe needs to meet us in the middle?
4)he's the only prospect I've had to have this objection
My company will literally let this revenue walk rather than adjust our general terms.
UPDATE: Client legal backed down after we conceded on another small topic. Working on finalizing with my legal now and generating paperwork. 50 hours left at this price!
2nd UPDATE: Signer signed the agreement and MSA....but hasn't entered the damn credit card! My champion had me send it to accounts payable! 7 hours left! (I'm notttoo worried at this point lol. My director will relent on the deadline for the discount if we are literally just waiting on the card and they give it to us in month)
3rd UPDATE: Signed filed and paid baby, 110% for the month and 102% for the quarter! Lets go! Alright, done flexing