What you can also try to do is shift your deal to lower level of approval hierarchy, e.g. deals below $10K can be approved by a manager of department that needs your solution, if it is above it should go through central procurement.
So in some cases splitting payment from say $10,000 per year to $1,000 per month may solve the issue and let your user or his/her direct boss get it through. On Thursday, September 8, 2016 at 12:58:27 PM UTC+10, James Peter wrote: > > I was wondering if anyone has experience running a small business selling > to Enterprise customers. > > I run a small Australian based SAAS company. Most of my customers are > other SMBs with a handful of larger companies. > > There's one large US-based company that I've been trying to sell to for > the past 6 months. They are ready to sign up by were not happy with our > standard terms (which are basically use at your own risk). They've sent > over their own contract which shifts all the liability onto our company and > requires a whole bunch of things like complex audits and high levels of > insurance which we don't currently have. It looks like the cost of > implementing their requirements would be significantly greater than the > revenue from the contract. > > Has anyone experienced a situation like this and if so, how did you deal > with it? Do you just require all customers to sign up using standard terms > or should I expect this from most Enterprise customers? > > Cheers, > James > -- -- You received this message because you are subscribed to the Silicon Beach Australia mailing list. Vist http://siliconbeachaustralia.org for more Forum rules 1) No lurkers! It is expected that you introduce yourself. 2) No jobs postings. You can use http://siliconbeachaustralia.org/jobs To post to this group, send email to [email protected] To unsubscribe from this group, send email to [email protected] For more options, visit this group at http://groups.google.com/group/silicon-beach-australia?hl=en?hl=en --- You received this message because you are subscribed to the Google Groups "Silicon Beach Australia" group. To unsubscribe from this group and stop receiving emails from it, send an email to [email protected]. For more options, visit https://groups.google.com/d/optout.
