How CFO's Decide - 9 Purchase Considerations

Our CFO spoke to our sales team during an all hands last year. He talked us through our process for buying tech, his level of involvement, pressure testing and what ends up getting approved versus not approved. Hi, my name is Brian Lamont. I'm a current enterprise AE over at gom. Here's a few considerations in my own notes. Number one does this investment align with our existing four company level objectives for the year? Number two does this investment help us reduce costs, grow revenue or reduce some form of critical risk like compliance or security? 3. Instead of this investment, can we do this internally? 4. If not, have we done our due diligence and looked at other alternatives? 5. Do we really need to make this investment now or can we wait a little while? 6. What's the ROI associated with this? 7. When presented with this ROI, the first question is who built this? The sales rep or us internally? 8. Is Is there open budget to allocate to this? If not, what trade offs is the budget owner willing to commit to in order to make up for it? Those trade offs are super telling in their level of conviction as a buyer. Number nine if we do make the investment, how will these costs change over time? Things like year over year increases, other products or consolidation opportunities actually save money. What stood out to me the most was looking to actually disqualify making the investment. Things like aligning with company priorities, alternative options, waiting or looking at doing it ourselves. Now this is not a verbatim list from our conversation, just very valuable learnings I took away that I'm going to now apply to deals that I'm working to pressure test them and make sure that they're strong not just for my champion but for their CFO as well.