SaaS Founder Selling to Procurement
• Offer name: AI Sales Call Summarization Platform
• What I sell: Software that records, summarizes, and tags sales calls automatically
• Pricing: $24,000 annual contract
• Core value proposition: Saves reps time and improves CRM accuracy
• Key differentiators: Better summaries, easy integrations, faster setup
• Scope included: 40 seats, onboarding, Slack integration, support
• Scope excluded: Custom dashboard builds, dedicated CSM, call coaching
• Client company: B2B software company with 120 reps
• Industry: SaaS
• Buyer role: Procurement manager
• Current situation: Evaluating multiple vendors and pushing for discounts
• Their goals: Lower software spend and reduce implementation risk
• Their likely objections: Security, contract length, ROI proof, seat utilization
• Competitive alternatives: Gong, Chorus, manual note-taking, internal tooling
• Budget sensitivity: Medium
• Urgency level: High
• Type of call: Procurement review