1nbatopshotfan

Sales

End of quarter disaster brewing

So here’s the lay of the land.

I have a channel partner/oem deal lined up to close this quarter. Nice sized initial guarantee and commitment, with quite a bit of upside.

The buyer is the CTO at the organization and our contract which is a few small edits from being signed is with their legal counsel.

The CTO is fighting via email with his own general counsel to prioritize the edits and finalize. GC is now taking what I think is a very hard stance on edits to spite his colleague.

What’s the play here to ensure this deal is done? There’s pretty clearly and internal power struggle that’s slowing my deal but yet I know not to get involved.

Any advice?

📈 Closing

☁️ Software Tech

⚖️ Legal

12 comments

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SheWOLF

Opinionated

TC Sales

Take the lead on all decision making, and pick up the phone. Don't do anything via email. Get everyone on the same page, on the same line and get the deal CLOSED! Good luck!

1nbatopshotfan

Politicker

Sales

I’m thinking of setting a kick off call with their CEO as a way to show the CTO and GC that they need to get along. Managing internal client d measuring is fun ha!

SheWOLF

Opinionated

TC Sales

Take control and show great leadership skills. You’ll wow your clients and they’re more likely to do business with you.

TheSolicitorGeneral

Politicker

Small Market AE

Remind them that it’s just good business and in the best interest of all parties to get this done before the next FQ. I’m sure getting this deal in would help not only you and your personal forecast, but FQ finance reporting as well? Would be a really dick move to put the screws to a vendor and your CTO just because you want to be petty.

goose

Politicker

Sales Executive

Who from your team is involved? Are you the only one?

1nbatopshotfan

Politicker

Sales

We have executive sponsorship on both sides of the deal. All of the issues are with the client infighting. Their GC and CTO are having it out over speed to get this done. So far we’ve just been watching.

goose

Politicker

Sales Executive

That's tough. Without an "in" with counsel you might be on the sidelines for this one.

CuriousFox

WR Officer

🦊

Yikes that's rough.

Have an all hands on deck final call. Hell call it an implementation meeting and see how fast those lawyers say something.

SlinginSoftware

Politicker

Account Executive

Do they have any compelling reasons to have things signed by end of quarter?

1nbatopshotfan

Politicker

Sales

They have a client need, and even better, they announced the partnership early. So the market assumes the deal is done.

SlinginSoftware

Politicker

Account Executive

That’s tough… I mean, there are 7 business days left, so still time.

I agree with the suggestions to have an alignment call. Only tweak I would make (and sorry if someone said this and I totally missed it) is to first have an internal sync. I know some people aren’t always thrilled about getting leadership involved, but I try to get my director and VP involved in situations like this.

In my mind it does two things:
1. Maybe they have a killer play you can run or they’ve handle this situation previously.
2. If the deal does push, leadership is involved and they can see you’re doing everything possible to bring this one in for end of month. This is more of a CYA, but it’s something I do regularly for any massive deals I have committed.

Justatitle

Big Shot

Account Executive

Reach out to the General Counsel in a very friendly manner. Go for some forced empathy and tell them what this means for you and for the company and that you aren’t looking to cause a problem. That or send an email from your CEO to their CEO to get executive sponsorship and have the CEO put the gas on the GC

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1nbatopshotfan

End of quarter disaster brewing

12 comments

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