ASHWIN KV

Manager - Large Enterprises at Netcore Cloud

Closure timelines for Martech is 3 to 6 months?

I come with an experience of selling datacenter solutions and considering the size and complexity of the solutions, the closure timelines used to be somewhere around 4 to 6 months.

I moved to my present role managing Martech sales (SaaS) and the deal value (MRR) is not even that high, but the customers take an easy 3 to 6 months to evaluate & close.

Anyone from Martech who can help me here?

Am I missing something or is this normal?

Thanks for the help.

👑 Sales Strategy

☁️ Software Tech

✍️ Sales advice

18 comments

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poweredbycaffeine

WR Lieutenant

☕️

Time to Close (deal velocity) is extending in every industry.

HVACexpert

Politicker

sales engineer

This. Getting financing and money changing hands is taking longer than usual with rate hikes

Manager - Large Enterprises

I'm not entirely sure whether to feel happy or concerned.
But thanks for the input 😁

poweredbycaffeine

WR Lieutenant

☕️

Empowered. Find ways to shorten the cycle wish stronger mutual action plans, ROI figures and data.

braintank

Politicker

Enterprise Account Executive

Selling to marketers sucks b/c marketing sucks.

Manager - Large Enterprises

Haha I think after selling to marketers for close to a year, I'm thinking of moving back to IT.
I feel the IT market is much matured and the folks in IT understand the value of a product.

What would be your suggestion to me? Get into IT sales?

braintank

Politicker

Enterprise Account Executive

I switched from marketing to IT (specifically security) and I'll never go back.

IT buyers know what they want and typically won't waste your time.

Manager - Large Enterprises

I totally agree with this because marketers have no clue what they want.

I wanted to work for Lacework but those guys quit India operations and I don't even have security selling experience.

Any suggestions on where to start?

oldcloser

Arsonist

💀

Depends on the CP. Agencies- 6 months+ Retail- shorter. Data intensive with big platform - anyone's guess. Add a little time for current climate. These buyers aren't as cash flush as they were2 years ago.

Maximas

Tycoon

Senior Sales Executive

Exactly.

Manager - Large Enterprises

I agree

Sunbunny31

Politicker

Sr Sales Executive 🐰

The average sales cycle is going to vary widely depending on what you're selling in MarTech. Full platform CX will often take a very long time in enterprise, but a point solution application might be fairly quick. There is no one-size-fits-all in the industry, outside of it's always longer than you want.

Manager - Large Enterprises

I have experienced this. Especially displacing competition automation platform is sometimes close to impossible considering the time their teams would have spent to integrate and get the journeys live.
I understand migrating is a very difficult process

RandyLahey

Politicker

Account Manager

What exactly are you asking for help with?

Manager - Large Enterprises

Not asking help but trying to understand the market scenario and how SaaS sales cycle work

HappyGilmore

Politicker

Account Executive

Coming from a previous role in this industry this is a fairly normal timeline for SMB to Mid-Market orgs, at least in my experience.

Manager - Large Enterprises

Got it. Thanks for your input :)

ABX

Opinionated

Account Executive

I closed a martech deal in a month. How long is a piece of string?
My prospect was motivated, they had multiple needs and they ticked every box.

Our own CMO told us we'd have a better chance of being struck by lighting than making a martech sale. Not exactly a sales rallying cry!

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ASHWIN KV

Closure timelines for Martech is 3 to 6 months?

18 comments

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