🏛️ Enterprise
Buying Committee Roleplay: One Rep, Three Stakeholders
Enterprise deals are won or lost with the committee, not the champion. Here the rep keeps the champion engaged, answers the CFO with numbers and turns IT's security worry into a next step.
Script (4 speakers)
Rep: Thanks for bringing the team, Priya. Before I show anything, what does each of you need to see today?
Champion: I've seen the demo. I need them to see why I'm excited.
CFO: [dryly] And I need to know why this costs forty thousand a year.
IT Lead: Where is the data stored? That's my only question.
Rep: Great. Let's take cost first, Mark. Priya told me your team spends about twelve hours a week on manual reports. Is that right?
CFO: Roughly. Across four analysts.
Rep: At your loaded rate that's about sixty thousand a year of analyst time. We usually cut it by two thirds.
CFO: <short pause> Usually.
Rep: Fair. So let's prove it on your data in a two-week pilot before you sign anything.
IT Lead: A pilot with OUR data is exactly what worries me.
Rep: Then you should see our security review first. EU hosting, SSO and we can send the SOC 2 report today. Would a call with our security lead on Thursday work?
IT Lead: <sigh> If the report checks out... Thursday works.
Champion: [quietly] That's the most either of them has said in a vendor call all year.
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What Makes This Work
- ✓Asks each stakeholder what they need before demoing
- ✓Answers the CFO in the CFO's own numbers
- ✓Lowers risk with a pilot instead of pushing for signature
- ✓Turns the security concern into a concrete next step
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