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
6
braintank
Politicker
2
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
1
Sales
Unfortunately no partners in this space but that’s a great idea for the future. 
JuicyKlay
Celebrated Contributor
2
AM
 Elevate to sales leadership and have them bully legal to get it done on your client's paper.
1nbatopshotfan
Politicker
2
Sales
I’m talking with leadership tomorrow for this pint exactly. We shall see! 
JuicyKlay
Celebrated Contributor
1
AM
You’ve got this! Let me know how it goes. 
1nbatopshotfan
Politicker
1
Sales
Escalated and now waiting. Our EVP has a connection at the client so I guess the plan is for him to call and beg now! 
Beans
Big Shot
2
Enterprise Account Executive
Get leadership involved.

Speed through redlining. 
1nbatopshotfan
Politicker
1
Sales
Meeting with my SVP tomorrow on this. 
Lumbergh
Politicker
1
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
1
Sales
I like this discount idea. I’ll be using it in future engagements. 
BossBitch
Politicker
0
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
1
Sales
Hahahahah, that’s a nice win though. Makes it easier! 
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