Enterprise sales involves hidden gatekeepers beyond the decision-maker: procurement enforces strict processes, legal scrutinizes contracts and imposes their own MSA, and vendors must pass onboarding checks like insurance verification. Understanding these hurdles is essential to close deals.
The larger the company, the more involvement you'll have from procurement, the purchasing department, and also legal. Yes, your terms, your standard terms might not fly with legal. They might send you their own MSA, Master Service Agreement. They might send you their own paperwork, and then procurement has a whole lot of processes. They want to get vendor information. They want to make sure that you have a legal entity and that you have all the required insurance. So All of that, not to discourage you, not to scare you from pursuing the enterprise. My job is to show you the way.
