BillSpinner

Director of Synergistic Creativity, aka Account Executive

Personal Narrative

Member

POV / POC - Best approach; Conditional order with Opt-in / Opt-out or sign their pilot agreement?

Breakdown:

Board meeting in a few weeks for my company (would love to come with this win)

Speaking to XYZ company for 9 months

Trial agreed upon (A/B Testing)

Sent Conditional Opt-In MSA to XYZ company legal

XYZ legal says they don't normally like negotiating full MSA until trial is halfway done (45 days)

XYZ sent back their Pilot agreement for us to sign before starting trial

Question: Do you hold strong on the MSA contract with Opt-in explaining your stance or do you sign their Pilot agreement, while asking for both companies to agree to work through MSA while pilot is happening?

👑 Sales Strategy

📈 Closing

💪 Motivation

7 comments

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CuriousFox

WR Officer

🦊

I do what legal says I have to do because nothing will get done til they get what they want. 🤦‍♀️

jefe

Arsonist

🍁

Unfortunately this is usually the answer

SADNESSLieutenant

Politicker

Officer of ♥️

legal is the death of me

TennisandSales

Politicker

Head Of Sales

so there is a lot here.

as an AE i would say sign the damn pilot agreement and have both teams work on the MSA while the pilot happens.

it would get the prospect in the product faster.

BUT it really depends on what your legal team is willing to do.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I mean, there is some give and take at times, but if there is a major hangup.. I say just let it sit and sort itself out. depending on the size of the deal and if it's really worth the time to put into it.

BillSpinner

Personal Narrative

Director of Synergistic Creativity, aka Account Executive

Yup, that's my initial gut - asked my technical champion to hop OTP with me to discuss and see where he sees things moving... and best path forward to an agreement to test. Thanks all!

butwhy

Politicker

Solutions Engineer

As an SE, fuck that - if they won't simultaneously negotiate MSA it means they aren't serious and I am putting in work on a POC for a moot point play around. Especially in A/B testing - those POCs are not turnkey no matter how nicely their site plays with the js beacon or even worse with the SDK approach. Custom af.

One rep I loved working with used to joke in these situations: WHAT CAN YOU PUT INTO MY LEFT HAND TO MAKE MY RIGHT HAND PUSH THE BUTTON?

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BillSpinner

POV / POC - Best approach; Conditional order with Opt-in / Opt-out or sign their pilot agreement?

7 comments

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