FormerStartupJobHopper

AE

Valued Contributor

At risk of losing a huge deal to legal, help!

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

☁️ Software Tech

18

19 comments

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poweredbycaffeine

WR Lieutenant

5

☕️

Option 1 with a side of option 3, but with a softer take.

CuriousFox

WR Officer

5

🦊

Ask your champion to coach you on how to be heard by their team for option 3.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Agreed. The champion should be irritated that legal is going to screw this up for them, and should be willing to provide assistance on how to get this deal done.

FormerStartupJobHopper

Tycoon

3

AE

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!

CuriousFox

WR Officer

1

🦊

UGH the suspense!

cw95

Politicker

1

Sales Development Lead

So I can't reaaaallly add any proper advice for you. However, I do know if you do some research on google there are lots of companies that offer free 'legal' advice for individuals.

I know it isn't that case per say, but having a chat with someone in a legal position could help you fire back at them to help it get across the line?

mitts2

Politicker

1

Account Executive

Leaning on your champion is priority number 1 as most others on this thread have suggested.

Other than that, has this legal guy made any other asks? Is there an opportunity for a give / get where you give something you don't care about to ensure you keep the terms in necessary to get the deal done?

buckets1

Politicker

1

AE

Sounds like the legal rep just went in house from big law and still thinks they bill out by the hour. Redlining an MSA for a $40k deal isn’t worth any salaried persons time. I’ve found success pushing back on that we only allow redlines for deals over X. Can we go well below X? Sure — with my VPs intervention. Is it worth anyone’s time including mine unless the client wants to remove the discount I’ve secured for them. Nope.

goose

Politicker

1

Sales Executive

We are replacing our main competitor who is the incumbent.
* This is a huge red flag

jefe

Arsonist

1

🍁

Got here after the first update, good stuff, but let's get the final update when you know!!

Blackwargreymon

Politicker

1

MDR

Ask your champion to coach you on how to be heard by their team for option 3.

SADNES5

Politicker

0

down voters are marketing spies

Take it to the top. Don't let one legal eagle stop you. Go over their head. Explain this is for a net new account.

turtlefan007

Tycoon

0

Account Executive

Did their previous competitor adjust their agreement to bake in this new request?

It might make sense to brings up the fact that...

A lot of work (time) has been put into this deal already.

You are both convinced that you are a great fit for each other.

They are getting a massive discount.

To walk away from the deal at this point would mean they would have to start from scratch, waste more time and money, and still not guarantee any other vendor would adjust their terms.

All because a legal guy doesn't trust you.

Does it seem worth the cost?

FormerStartupJobHopper

Tycoon

0

AE

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)

FormerStartupJobHopper

Tycoon

0

AE

3rd UPDATE: Signed filed and paid baby, 110% for the month and 102% for the quarter! Lets go! Alright, done flexing

Justatitle

Big Shot

0

Account Executive

Read the updates. Awesome win and they’re never easy.

ZeroGrit

Valued Contributor

0

VP of Hoping My Emails Find You Well

Pop open a coors light young padawan

Error32

Politicker

0

ISR

Fuck LinkedIn and do what works. It’s an algorithm thing.

Clashingsoulsspell

Politicker

0

ISR

Fuck LinkedIn and do what works. It’s an algorithm thing.

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