Lucas Zender

Senior Enterprise Account Executive at Loop

How long does it take for your company to create a SOW and who is responsible?

I've seen this vary between companies. Some the SE is responsible, otheres there are services teams or implementation was responsible. In your experience, for enterprise deals, how long did the SOW process take, who created it, and did it hold up MSA/Order form and commercials or done in tandem?

👑 Sales Strategy

☁️ Software Tech

15 comments

Sort by:

Filth

Politicker

Live Filthy or Die Clean

SOWs at my org start with a sales person (or a support ticket) go to development for scoping and hour of work attachment - then it goes back to the sales person to add the hourly rate (some have contracted rates different than standard) and then it goes to the client/prospect to review and approve.

This process can be as quick as 4 days (doesn't mean the work is) or go multiple months if the dev team needs to dig for more information to define the work or if it requires partner collaboration. All depends on the ask and the complexity and how far the ask is from standard current function.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Pretty close to our process too. Some are definitely quicker than others, but none terribly long unless the customer cannot participate in the scoping right away. That can delay things.

jefe

Arsonist

🍁

Similar to us too. With the right scoping and requirements gathering the actual doc can be built relatively quickly, but getting all the information together can be an endeavour.

SalesBeast

Politicker

Sales Leader

2 days typically and is done by the PM team.

Justatitle

Big Shot

Account Executive

SOWs in a previous life were managed by operations and legal because it usually meant it was for a larger customer and there were going to be 15 rounds of redlines to get the deal signed.

Senior Enterprise Account Executive

We have legal in place because we signed the parent to a separate deal, but agreed they will redline the SOW. Determining if it can be compressed into 6 weeks or if I should expect 2-3 months.

Justatitle

Big Shot

Account Executive

thats really on their legal and yours agreeing to terms.

oldcloser

Arsonist

💀

Right- but no way it should take months to get it out the door.

Kosta_Konfucius

Politicker

Sales Rep

Laywer approved template, i fill in the blanks and get it approved by the team in a couple days before sending to clients.

Beans

Big Shot

Enterprise Account Executive

We have a standard that is modular based on the services selected, I cannot imagine having to byuild from scratch for every opp.

CuriousFox

WR Officer

🦊

That makes my brain ache.

oldcloser

Arsonist

💀

Really depends on the complexity of the project. Are you getting asked to do it all with the guardrails out of your wheelhouse?

Senior Enterprise Account Executive

No, but SE is claiming it may take 2-3 months and I’m trying to compress it. Client thinks it can be faster and executives are trying to finalize agreement ASAP.

oldcloser

Arsonist

💀

Opportunity to shine, homie. Grab an old one. Gotta be an example lying on a shared drive somewhere, no? If you know where the pieces are and how they fit, plug'em in. If you need words to fill space, this is what ChatGPT is good for... maybe the only thing, but it's helpful. If you can get it most of the way there and leave blanks for them to fill in, you're a hero.
Without deep tech specs how dafuq does a SOW take months?

TheEnglishMajor

Opinionated

Account Executive

Few companies ago we had a draft one that was up to the AE to customize and get approved by the implementation team

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

Lucas Zender

How long does it take for your company to create a SOW and who is responsible?

15 comments

Related posts

Would take into consideration where the software company is based on when buying?

I am not sure I want to work in sales long term but I do want to become an SDR...what do I do? (explain in post)

I’ve had the opportunity to help build a sales team. From creating the call pitch to managing the reps and the sales funnels. Has anyone done this as a consultant or on a temp basis while also being a full time AE? How did it go? Where do you find most gigs?