this isn't usually, or really shouldn't be an issue in the midmarket and smb but with really large Enterprises I'm often told it absolutely has to be on their paperwork.
My legal team pushes back because they think they're Microsoft (400 employee company...).
What's the norm? I've lost one deal this year because of this and there's another I am suspicious of.
I get it from the clients side in that they have a ridiculous number of vendors at their size and want things consistent. I sort of get from our side in that our contract focuses on what's relevant to our product and space. At the end of the day, we want those big company logos and money.
I certainly try and push for our msa but it feels like sometimes there's nothing you can do. What do other Enterprise SaaS reps do in these situations?