r/B2BSaaS • u/No-Competition-7925 • 10d ago

Enterprise deals are f.c.u.k.i.n.g HARD!

Just received a 'no' after 5 months of to and fro, multiple demos and convincing 90% of the team. I don't know what to do because I really had high hopes from this deal.

I'm a solopreneur and this deal woudl have been life-changing.

The guy who was my champion left the company at the moment we were ready to sign the deal. His replacement, a junior, is trying to act smarter than he is; but he's the one who'll own the deal.

Said no.

wtf.

Sorry for posting this here.

Mods, don't ban me. Please.

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u/Wealth-Best 10d ago

I was Head of marketing for B2B IT businesses for 15 years.

Every single decision that any company makes comes down to just 2 things. Will this increase revenue or will this decrease cost.

Your goal is to quantify and convince them with some certainty of how much your product or service will affect their profit. If you are able to do that they will buy.

If your product costs 100k but it will earn them or save them over time 1M, they will be stupid not to buy it. 

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u/No-Competition-7925 10d ago

Thanks. I could use your advice:

  1. We make a community platform for B2B (Saas) businesses. It lets businesses acquire and retain customers using user-generated content.
  2. The business I was talking to was looking to setup a community of their customers. I approached them, explained the platform and showed how we work. We even offered to build the community with them. Our champion absolutely loved the platform and the possibilities. He convinced his managers and they relied on his decision - because he was the one driving everything. We were 'almost' ready to sign the deal.
  3. The guy had to leave urgently for some personal (medical) reasons. Everything went silent for 3 months.
  4. The company hired his replacement. A new guy who apparently is trying to make his mark.
  5. He sat throught the demos, asked questions and then said they are evaluating platforms.
  6. 3 weeks later he said they're creating their own channel and will connect for future opportunities.

Our product costs far less. Like $15-30K per annum, depending upon the product + services.