Please provide your top tips, tricks, and questions when dealing with procurement.
Ready, go!
Can you help me with procurement?
11
braintank
Politicker
6
Enterprise Account Executive
Ask the procurement contact: "What's a win for you?"
Just like salespeople they're incentivized. If (for example) getting net 60 is a "win" for them, then use that to your advantage.
Just like salespeople they're incentivized. If (for example) getting net 60 is a "win" for them, then use that to your advantage.
nomdeguerre
Executive
0
Account executive
Exactly this, find a way for them to win.
CuriousFox
WR Officer
5
🦊
Procurement is easy. They like to talk. Call them. Show up/drop in if you can. The attention is appreciated.
ADK
Opinionated
2
VC Associate
What has worked so well for me is trying to get them on a cadence of having a dedicated day/time to hop on a short and informative meetings of where we are and action items to follow up for each party until the next meeting. Obviously you need to be on close to "selected" zone in order for them to agree on something like this
saaskicker
Celebrated Contributor
1
Enterprise AE
great advice. in my experience a phone call is worth 10000x more than an email with procurement, talk to them.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Yes! This works very well when your deals are on the table. Great advice.
antiASKHOLE
Tycoon
1
Bravado's Resident Asshole
As this is a long term process usually with procurement, it is going to be where you create a certain frequency of contact/meeting. Start this early in the process so that they see you as the added value and dependability.
TennisandSales
Politicker
1
Head Of Sales
im going to need you to be more specific. to explain the whole thing will be too long haha. but general tips:
1. try to get the name and contact info of the specific person in procurement reviewing your deal.
2. try to understand what items they are taking the longest to review so you can provide ways to help.
3. before it gets to procurement try to learn about ALL the steps that have to happen. Does it include and IT security review? just redlines on MSA? how many ppl have to sign off on it before its done.
that sort of thng
1. try to get the name and contact info of the specific person in procurement reviewing your deal.
2. try to understand what items they are taking the longest to review so you can provide ways to help.
3. before it gets to procurement try to learn about ALL the steps that have to happen. Does it include and IT security review? just redlines on MSA? how many ppl have to sign off on it before its done.
that sort of thng
jefe
Arsonist
1
🍁
Let me know if you find out..
LordOfWar
Tycoon
1
Blow it up
The no. 1 tip is to get in with them before they are openly looking.
The ability to influence their understanding of needs/wants will go further than any price or value prop can offer.
The ability to influence their understanding of needs/wants will go further than any price or value prop can offer.
SaaSguy
Tycoon
0
Account Executive
From your initial discovery calls you should be getting a detailed understanding of procurement. Get the ball rolling early so that by the time you secure the technical fit/POC they can be ready to sign.
Often if you ask about procurement you will get a response like "We are still a startup so its not that complicated"
But if you ask "Walk me through your last software purchase" - you get a totally different answer where they mention hiccups, potential problems, stakeholders etc.
Often if you ask about procurement you will get a response like "We are still a startup so its not that complicated"
But if you ask "Walk me through your last software purchase" - you get a totally different answer where they mention hiccups, potential problems, stakeholders etc.
Kosta_Konfucius
Politicker
0
Sales Rep
Have a champion that will tell procurement what to do
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Get intro'd to them early. That's the key to alignment.
GDO
Politicker
0
BDM
Ask them how much the need the shave of a deal to hit their quota. Add this to the deal and give it as a discount
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