karletos

SAE (Senior Account Executive)

Selling to someone who uses “Tropic” as their procurement team

I'm an AE in process with a company who has just outsourced their procurment to a company called Tropic. Anyone sold through them before and have any tips? I'm trying not to get absolutely railed

https://tropicapp.io Tropic Identify suitable alternatives and lean on Tropic to guide you to a cost-effective purchase that meets your requirements.

🧠 Advice

📃 Procurement

☁️ Software Tech

11 comments

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poweredbycaffeine

WR Lieutenant

☕️

Vendr clone. Set your price high and make them work you just like they were the in-house procurement team. They have a clear process for moving through the funnel, so just ask all your timeline and approval process questions ahead of time and you should know where things are headed. However, if you’re not proactive you will end up dragging out the deal.

karletos

Executive

SAE (Senior Account Executive)

Gotcha, so they will have their own internal approval process separate of the actual account?

CuriousFox

WR Officer

🦊

Ooh yikes this is first I've heard of em. 🤷‍♀️

Pachacuti

Politicker

They call me Daddy, Sales Daddy

They look like a solution in search of a problem.

poweredbycaffeine

WR Lieutenant

☕️

They are a copycat to Vendr, which is miles ahead of them. I’ve sold with a Vendr middle man and it wasn’t so bad.

Notstephcurry

Good Citizen

Account Executive

Yeesh good luck

techsales

Politicker

Enterprise Account Executive

I know someone who dealt with them recently. Have they participated in the entire procurement process, or were they just brought in at the end to negotiate?

Their approach in negotiations is to basically keep telling the rep NO to try to drive the price down. My advice would be to try as much as humanly possible to build a champion at the company you are trying to sell to, and use them to get around Tropic.

The person I know who dealt with them ended up going to their champion and talking about how Tropic wasn't partnering to get the deal done, but was presenting a roadblock and delaying the company's start date for implementation.

The company ended up firing Tropic and the rep I know saved their deal from being annihilated.

karletos

Executive

SAE (Senior Account Executive)

They are just in the negotiation side, I have a great champion who is also the decision maker but they just started this “partnership” with Tropic so I’ll prob have to fight awhile before they agree to go around them

SADNESSLieutenant

Politicker

Officer of ♥️

not getting railed is always nice

InfiniteGranite

Executive

Senior Enterprise AE

Neither of these names are that big in Europe yet but we have one that's growing called Sastrify. They seem to have pretty accurate pricing information/benchmark data so I'd tread carefully if your intention is to ramp up your price in advance of getting beaten up by them.

karletos

Executive

SAE (Senior Account Executive)

Good to know, our “benchmark” on this deal would be a 10% discount which would be fine with me

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