Hosted by Unknown Host · EN · 5 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?
Unknown Host hosts B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement, a general show with 5 episodes published.
Episode 33 of B2B SaaS Talks with Fexingo. Lucas and Luna unpack a growing friction point in enterprise sales: the procurement legal team has become a bottleneck and a buyer. They explore why vendors now staff dedicated
Episode 32 of B2B SaaS Talks with Fexingo. Lucas and Luna explore why enterprise software vendors are creating dedicated procurement defense budgets. Using the example of a $50 million deal with a global bank that nearly
Episode 31 of B2B SaaS Talks with Fexingo. Lucas and Luna break down the hidden phase after an enterprise software contract is signed: technical implementation. They use the case of a $2 million CRM deal at a Fortune 500
In this episode of B2B SaaS Talks, Lucas and Luna explore a growing trend in enterprise software procurement: the requirement for a formal business case before any deal can proceed. They examine how vendors like Salesfor
In this episode of B2B SaaS Talks, Lucas and Luna explore a fast-growing trend in enterprise software sales: selling through partner ecosystems rather than direct outreach. They break down why vendors like Salesforce and
Episode 28 of B2B SaaS Talks digs into a major shift in enterprise software sales: the rise of the Chief Data Officer as a key buyer. Lucas and Luna discuss why CDOs are now gatekeepers for data infrastructure and analyt
Lucas and Luna dig into the broken enterprise software demo. A recent G2 survey found 63% of buyers say demos are too generic and don't address their specific use case. Lucas explains why most sales demos are product-led
Episode 26 of B2B SaaS Talks digs into a structural shift reshaping enterprise software sales: the rise of the technical co-seller. Lucas and Luna break down why sales reps are no longer trusted alone by procurement team
Episode 25 of B2B SaaS Talks dives into the rising trend of security reviews becoming the new gatekeepers of enterprise software deals. Lucas and Luna discuss how vendors like Snowflake and Datadog now face 100-item secu
In this episode of B2B SaaS Talks, Lucas and Luna explore a counterintuitive trend: enterprise software vendors are now proactively training procurement teams on how to evaluate their own products. With the average enter
Lucas and Luna explore a new trend in enterprise B2B SaaS: sales reps bypassing their usual procurement and IT contacts to pitch directly to the board of directors. They break down why this is happening now, using the ex
Lucas and Luna dive into why enterprise software vendors are now mandating Mutual Action Plans (MAPs) as a non-negotiable part of the sales process. Lucas explains how MAPs evolved from a nice-to-have to a deal hygiene t
In episode 21 of B2B SaaS Talks, Lucas and Luna unpack the rise of the 'proof of value' (POV) motion in enterprise software sales. They walk through a concrete case: a mid-market CRM vendor that cut its average sales cyc
In this episode of B2B SaaS Talks, Lucas and Luna explore how ROI calculators have become a critical tool for enterprise software vendors trying to shorten sales cycles and justify premium pricing. Lucas breaks down the
Enterprise software buyers are increasingly demanding outcome-based guarantees in contracts, shifting risk from customer to vendor. In this episode, Lucas and Luna examine how one mid-market SaaS company, DataSync Soluti
Lucas and Luna explore a growing trend in enterprise SaaS: sales reps who build their own personal brand and pipeline through content creation, community engagement, and thought leadership. They examine the case of a mid
Most SaaS companies track churn rate, but that's a lagging indicator. In this episode, Lucas and Luna dig into a lesser-known metric — the 'adoption score' — that correlates more strongly with enterprise renewals than an
Lucas and Luna explore the rise of value engineering teams in enterprise software. They break down how companies like Salesforce and Workday now embed former consultants and ROI analysts into sales cycles to quantify cus
Episode 15 of B2B SaaS Talks takes you inside the rise of value engineering teams at enterprise software vendors like Salesforce and Workday. Lucas and Luna explore how these teams use ROI models, business case calculato
Lucas and Luna explore the rise of the technical buyer in enterprise software procurement — the CTO, VP of Engineering, or head of product who now sits at the deal table alongside procurement. They examine how this shift
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B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement is hosted by Unknown Host. The show is categorised under General and has published 5 episodes.
B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement has published 5 episodes.
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