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Hosted by Fexingo · 🇺🇸 US · EN · 118 episodes
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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 #Enter
Fexingo hosts B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement, a business show with 118 episodes published.
Episode 130 of B2B SaaS Talks with Fexingo. Lucas and Luna drill into a fast-growing RFP requirement: the AI energy audit. They walk through why a Fortune 500 manufacturer recently killed a $2.4 million deal because the
Episode 129 of B2B SaaS Talks with Fexingo. Lucas and Luna dig into the newest enterprise procurement demand: a vendor-written 'AI Cost Guarantee' that caps inference and training expenses in contracts. They walk through
Enterprise software procurement has entered a new phase. Gone are the days when a SOC 2 report and a few reference calls sealed the deal. In episode 128 of B2B SaaS Talks, Lucas and Luna unpack the newest mandate landing
Episode 127 of B2B SaaS Talks explores the newest enterprise procurement mandate: a direct reference call with the vendor's Chief Information Security Officer. Lucas and Luna break down why Fortune 500 buyers are no long
In this episode of B2B SaaS Talks, Lucas and Luna dive into the growing enterprise demand for AI bias audits in vendor procurement. They discuss how a major bank recently required a third-party audit of a CRM vendor's AI
Episode 125 of B2B SaaS Talks with Fexingo dives into the growing procurement mandate: a SOC 2 Type II report before the first sales call. Lucas and Luna unpack why enterprises now treat this audit report as table-stakes
In B2B SaaS, the SOC 2 Type II report has become a deal-breaker—not a due diligence checkbox. Lucas and Luna examine why enterprise procurement teams now demand this report before the first demo, how it reshapes sales cy
Episode 123 of B2B SaaS Talks: Why enterprise buyers are now demanding a vendor data portability guarantee as a deal-breaker clause. Lucas and Luna break down the shift from vendor lock-in to data freedom, using the exam
In episode 122 of B2B SaaS Talks, Lucas and Luna examine the newest clause appearing in enterprise procurement contracts: the mandatory vendor lock-in exit plan. Lucas breaks down a 2026 Gartner survey showing 68% of ent
Episode 121 of B2B SaaS Talks. Lucas and Luna unpack the new enterprise procurement requirement that every AI vendor must provide a model card — a standardized one-page document detailing model architecture, training dat
Episode 120 of B2B SaaS Talks dives into the rising procurement requirement for a Software Bill of Materials (SBOM). Lucas and Luna explore why enterprise buyers—especially in regulated industries like healthcare and def
In B2B SaaS, enterprise buyers are increasingly inserting data deletion guarantees into contracts—binding vendors to permanently erase customer data within 30 days of contract termination. Lucas and Luna examine how the
Episode 118 of B2B SaaS Talks. Lucas and Luna unpack the new procurement requirement: vendors must submit an AI Maturity Model — a structured framework assessing their AI capabilities across governance, data, model ops,
Episode 117 of B2B SaaS Talks explores the newest procurement requirement hitting enterprise software deals: AI training data provenance reports. Lucas breaks down how large buyers like JPMorgan and Salesforce are now ma
Episode 116 of B2B SaaS Talks. Lucas and Luna break down the newest clause appearing in enterprise procurement contracts: a mandatory OpenAPI 3.1 specification. They trace how one Fortune 500 energy company walked away f
Episode 115 of B2B SaaS Talks digs into the newest enterprise procurement mandate: the AI red teaming report. Lucas and Luna walk through what red teaming actually means in a B2B context—not just bug bounties or penetrat
Episode 114 of B2B SaaS Talks with Fexingo. Lucas and Luna dive into the newest procurement clause sweeping enterprise software contracts: a vendor API rate limit guarantee. They break down why buyers at companies like a
Episode 113 of B2B SaaS Talks digs into the newest clause hitting enterprise software contracts: the mandatory AI incident response plan. Lucas walks through a real-world case where a mid-market AI vendor lost a $12 mill
Episode 112 of B2B SaaS Talks: Lucas and Luna explore a new requirement appearing in enterprise software procurement: the AI model registry. As companies deploy dozens of AI models across departments, buyers are insistin
Episode 111 of B2B SaaS Talks digs into a new clause appearing in enterprise software contracts: AI output insurance. Lucas and Luna explore why large buyers—from healthcare systems to financial services—are now requirin
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B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement is hosted by Fexingo. The show is categorised under business and has published 118 episodes.
B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement has published 118 episodes.
B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement regularly covers business. It sits in the business category.
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