『B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement』のカバーアート

B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement

B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement

著者： Fexingo
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Enterprise software sales cycles can stretch 12 to 18 months, involve a dozen stakeholders, and hinge on procurement gatekeepers you never meet. Lucas and Luna dissect how B2B SaaS companies actually navigate this gauntlet — from cold outreach to POC to legal review. Each episode centers on a specific case: how Salesforce cracked the federal government, why Snowflake's procurement process differs from Databricks', or what ZoomInfo's 'intent data' really tells sellers. Lucas brings the numbers — ACV benchmarks, win-rate distributions, contract velocity — while Luna presses on the human dynamics: how to handle a champion who leaves mid-cycle, when to walk away from an RFP, and why multi-year deals often backfire. The listener is a VP of Sales, a SaaS founder, or a revenue operations analyst tired of platitudes. No 'crush your quota' rhetoric here — just the messy, data-rich reality of enterprise procurement. How does a $50K deal actually turn into $500K seven years later? #B2BSaaS #EnterpriseSoftware #SalesCycles #Procurement #SaaSFounder #SalesOps #RevenueOperations #EnterpriseSales #SDR #AccountExecutive #DealDesk #PipelineManagement #ChampionMapping #RFPMastery #ContractNegotiation #Business #FexingoBusiness #Technology Keep every episode free: buymeacoffee.com/fexingo© 2026 Fexingo. All rights reserved. 経済学
エピソード
  • Why Enterprise Software Reps Are Now Selling to the COO

    Why Enterprise Software Reps Are Now Selling to the COO
    2026/06/07
    In this episode of B2B SaaS Talks, Lucas and Luna break down a structural shift in enterprise software sales: the rep is increasingly selling to the Chief Operating Officer. They explore why the COO has become a central buyer for platform deals, using the real example of a logistics company that replaced five point solutions with a single orchestration layer—a deal driven by the COO, not the CIO. The hosts walk through the COO’s distinct decision criteria: reliability over innovation, operational metrics over feature lists, and the need for a clear, defensible business case tied to cost reduction. They also discuss how smart reps are adjusting their demos, their proof-of-value approach, and even the language they use in procurement decks to speak the COO’s language. This is a practical look at how the B2B buying committee is expanding—and what that means for anyone building or selling enterprise software in 2026. #EnterpriseSoftware #B2BSaaS #COO #SoftwareSales #EnterpriseSales #BuyingCommittee #SalesStrategy #Procurement #BusinessCase #OperationalEfficiency #LogisticsTech #PlatformDeals #SalesCycle #DemocratizationOfIT #FexingoBusiness #BusinessPodcast #BusinessAndTechnology #SalesEnablement Keep every episode free: buymeacoffee.com/fexingo
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    12 分
  • Why Enterprise Software Prospects Now Demand a Business Value Assessment Before the Demo

    Why Enterprise Software Prospects Now Demand a Business Value Assessment Before the Demo
    2026/06/07
    In this episode, Lucas and Luna explore why enterprise software buyers are increasingly demanding a Business Value Assessment (BVA) before they'll agree to a demo. They unpack the shift from 'show me the product' to 'show me the business case'—driven by procurement's need to justify every software dollar to the board. Lucas walks through a typical BVA framework, citing data from a recent Gartner survey where 72% of enterprise buyers said a quantified value model is now table stakes. Luna challenges whether this trend favors large incumbents with dedicated value engineering teams or levels the playing field for scrappy startups. The conversation also touches on how vendors are training sales reps to build financial models in real time, and why some deals are stalling because sellers can't articulate value in the buyer's language. A practical look at a fundamental change in enterprise sales—and what it means for reps, founders, and procurement teams alike. #BusinessValueAssessment #EnterpriseSales #SaaS #Procurement #ValueEngineering #SalesProcess #Demo #ROI #Gartner #EnterpriseSoftware #B2BSales #SalesTraining #BusinessCase #TechProcurement #SalesStrategy #Business #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    8 分
  • Why Enterprise Software Prospects Are Asking for Reference Calls

    Why Enterprise Software Prospects Are Asking for Reference Calls
    2026/06/06
    In this episode, Lucas and Luna explore the growing trend of enterprise software prospects demanding detailed reference calls before signing a deal. They look at how a mid-market CRM vendor, FieldSync, handled a request from a manufacturing prospect to speak with three specific references who had run similar implementations. The discussion covers why standard reference calls are no longer enough, how FieldSync prepped its references with a structured agenda, and what happened when one reference revealed a painful integration delay. The hosts also touch on the procurement team's role in vetting references and how vendors can turn a tough call into a deal accelerator. If you're in enterprise sales, this episode offers a practical look at a buyer behavior that is reshaping the late-stage sales process. #EnterpriseSoftware #SalesProcess #ReferenceCalls #Procurement #B2BSaaS #SaaS #SalesStrategy #CustomerReferences #BuyerBehavior #FieldSync #CRM #MidMarket #Manufacturing #Implementation #SalesCycle #BusinessAndTechnology #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    11 分
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