Back
The War Room
Advice
Post

Paper. “We prefer ours” round and round

Hi All


Have an issue with a client. Relatively low deal value for our group(55kacv 165K TCV) We prefer to keep it on our paper. They, a much larger company, 10-12bn in revenue compared to our 2bn, would prefer theirs. A sticking point for us is that their contract is almost 70 pages for SaaS vendors. Ours is 12 to speed business.


I’ve asked them a few times to revert to ours and they aren’t budging, and neither is my legal. Any advice on how to save the deal and not walk away?


Thanks!

📈 Closing
☁️ Software Tech
⚖️ Legal
5
JuicyKlay
Politicker
+9
AM
 Elevate to sales leadership and have them bully legal to get it done on your client's paper.
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
I’m talking with leadership tomorrow for this pint exactly. We shall see! 
JuicyKlay
Politicker
+9
AM
You’ve got this! Let me know how it goes. 
Show 1 more replies
braintank
Politicker
+6
Enterprise Account Executive
Could you a partner/reseller who passes on your terms? I've used that play to circumvent legal in a pinch.
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
Unfortunately no partners in this space but that’s a great idea for the future. 
Beans
Politicker
+5
Account Executive
Get leadership involved.

Speed through redlining. 
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
Meeting with my SVP tomorrow on this. 
Lumbergh
Politicker
+3
Sr Account Exec
Lots of bigco "SaaS" contracts are actually built for onprem or even general procurement and are a fucking minefield so I feel you.  Negotiating that contract will take 3 months alone.  That's one thing to point to--if this is something the customer needs implemented fast, tell them using their paper is going to drag out implementation by months or longer [this is true]--use the pain to your advantage.

In future, give a discount for doing it on your paper.  Bring this up as early as possible.  Inflate your price by 5% and tell them they get a 5% cut for doing the deal on your paper.  I know this one doesn't help since it's already in the legal wrangle but it at least puts a discount there that can also help you speed deals in future.
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
I like this discount idea. I’ll be using it in future engagements. 
BossBitch
Politicker
+5
Account Executive
I am literally going their this right now. So we sent back initial redlines on their paper about 10 days ago. Just had a call with them in which they said, let's just use yours 🤣
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
Hahahahah, that’s a nice win though. Makes it easier! 
8
My office downgraded to 1 ply toilet paper. Should I be concerned?
Discussion
21
Is 1 ply a cause for concern?
Ba
wo
+50
Basicbitch ,   SMS ,   wonk   and 50 people voted
7
"This one time, at band camp..."
Question
4
18
The intern escaped my liquor cabinet
Question
21