TheSauceySalesmen

SR Enterprise AE

Help on large enterprise EOY DEAL!

Anyone ever heard of tropicapp.io ?

One of my larger ent deals has brought in this procurement app last minute. not sure exactly what it means but can only imagine not good. Any sort of advice or guidance here would be very much appreciated!

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14 comments

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Diablo

Politicker

Sr. AE

I am assuming you might have to register as a vendor. Did you not get any instructions along with the email?

TheSauceySalesmen

Executive

SR Enterprise AE

No nothing yet. We’re at the end of the deal cycle and now being introduced to them.

DungeonsNDemos

Big Shot

Rolling 20's all day

Just playing devils advocate, if you're towards the end of the deal cycle how did it just now come up that you have to use this app? Did they randomly decide they wanted to use an app, or was it something you were told from the start with how they plan to buy/make a decision.

I've not heard of the app, so sorry I'm not more help there.

TheSauceySalesmen

Executive

SR Enterprise AE

That’s where my concern is coming from! I just got introduced from the facilitator internally to their rep. Maybe it’s to set up logistics? One suggestion I’ve received was to tell the client we only review commercials directly with clients but can set up logistics with the external partner. Could complicate things further though. Thoughts?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Oh the fun of managing different procurement systems.

Do you have someone in vendor management or AP on your side who deals with these? Or is it left to the reps?

TheSauceySalesmen

Executive

SR Enterprise AE

Left to the reps. Spoke to a buddy who works at vendr. Says it’s a good sign that they’ve involved them (means we’re vendor of choice? Not sure what to think)

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yeah, it does sound like you're in a good spot, even though I always love getting that verbal VOC. If they didn't think there's a good chance they'll be working with you, they wouldn't bother to get you set up.

CuriousFox

WR Officer

🦊

I absolutely agree.

TheSauceySalesmen

Executive

SR Enterprise AE

I know typically procurement is there to slash the deal down. Any advice on holding strong? Has anyone ever just said to the client “we only have conversations regarding commercials with clients directly”? Or is that too much of playing hardball?

TennisandSales

Politicker

Head Of Sales

oh shoot a third party procurement group.....that blows. I would try to get as CLOSe to them as possible. like make sure YOU are talking to that group, not just your point of contact. because then shit will take for ever.

SalesMama

Executive

Senior Account Executive

I recently worked with them on a deal. They were about as helpful as you would expect procurement to be. Happy to share specifics as requested

TheSauceySalesmen

Executive

SR Enterprise AE

Yes - just dmed you

jefe

Arsonist

🍁

Never heard of it.

RumRum

Good Citizen

Enterprise AE

I used it and was straight forward. They wanted to deck 5-10 points of the agreed deal.

I reiterated that the team I was working with NEEDED our product in order to meet their own deadlines, and we couldn’t waste time Going back and forth on pricing that was already negotiated. It helped that we knew they had the budget (we know the competition was about 75% more expensive and had budget for it).

So we said that in order for them to get a deal, they had to give us something in return (longer commitment or case study), otherwise we couldn’t do anything else. We kinda bluffed a bit, cause I needed the deal for EOY.

We ended up giving them an additional 2% discount, but that’s it. Remember, they also have a quota to hit, and want to close as many deals as possible without being a burden on their client.

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TheSauceySalesmen

Help on large enterprise EOY DEAL!

14 comments

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