『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 Deals Now Require a Vendor Security Questionnaire

    Why Enterprise Software Deals Now Require a Vendor Security Questionnaire
    2026/06/08
    In episode 39 of B2B SaaS Talks, Lucas and Luna explore the rising dominance of the vendor security questionnaire in enterprise software sales. They trace how a single procurement step has ballooned into a 300-question gate that can kill a deal before the demo ever happens. Lucas breaks down the anatomy of a typical security questionnaire and why the answers matter more than the product features. Luna shares a recent example from a cybersecurity startup that lost a $2 million deal because their SOC 2 report was three months old. They discuss how smart SaaS companies are now pre-building security response libraries, assigning a security reviewer to every deal over $100,000, and training sales reps to speak the language of compliance. The episode ends with a frank look at whether security questionnaires are genuinely protecting buyers or just adding friction—and what the pendulum swing toward automation might mean. #EnterpriseSoftware #VendorSecurity #SecurityQuestionnaire #SOC2 #SaaS #Procurement #Compliance #SalesCycle #B2BSaaS #BusinessTechnology #FexingoBusiness #BusinessPodcast #Podcast #EnterpriseSales #RiskManagement #CyberSecurity #DealKiller #SalesEnablement Keep every episode free: buymeacoffee.com/fexingo
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    8 分
  • Why Enterprise Software Reps Are Now Selling to the CFO

    Why Enterprise Software Reps Are Now Selling to the CFO
    2026/06/08
    In this episode of B2B SaaS Talks with Fexingo, Lucas and Luna explore a critical shift in enterprise software sales: the move from selling to IT or line-of-business buyers to selling directly to the CFO. They unpack why CFOs are now gatekeepers of SaaS spend, how procurement has changed post-2022, and what reps need to know about unit economics, ROI frameworks, and the new 'procurement defense budget.' Using a real-world example of a mid-market ERP deal, Lucas and Luna break down the financial metrics CFOs demand—like payback period, total cost of ownership, and internal rate of return. They also discuss how vendors are adapting their sales motions, hiring former finance professionals, and building ROI calculators that speak the CFO's language. If you're in B2B SaaS sales or marketing, this episode gives you a concrete playbook for navigating the CFO-led buying committee. #B2BSaaS #EnterpriseSoftware #CFO #SalesStrategy #Procurement #ROI #SaaS #Business #BusinessPodcast #FexingoBusiness #SalesCycle #ERP #UnitEconomics #TCO #Finance #BuyingCommittee #ValueSelling #Podcast Keep every episode free: buymeacoffee.com/fexingo
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    9 分
  • 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
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