Enterprise Sales for Hackers

Re:Enterprise Sales for Hackers by spydum on Wednesday May 11, 2016 @09:21PM (#11680694)

Pretty good write up. The author glosses over the finance part at their own peril. I'm noticing enterprises with longer and longer payment terms.. As in they mandate their vendors provide net-90, which seems insane to me. It used to be net-60, and even that seemed odd. So be prepared to be flexible to close that sale.

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Re:Enterprise Sales for Hackers by tonyedgecombe on Thursday May 12, 2016 @10:24AM (#11683584)

Once they have made their mind up you can usually push back on that. The purchasing department has been told to buy and if you have been selected as the preferred solution where else are they going to go?

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Re:Enterprise Sales for Hackers by cylinder on Wednesday May 11, 2016 @10:59PM (#11681037)

I'm pretty sure this is about controlling quarterly results for public companies. They play around with numbers a lot to make estimates. They can push payables out to the next quarter with net 90.

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Re:Enterprise Sales for Hackers by rahimnathwani on Thursday May 12, 2016 @12:36PM (#11684730)

The payment terms would not affect the income statement, as the invoice would be recognised in the same period regardless.

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Re:Enterprise Sales for Hackers by brazzledazzle on Thursday May 12, 2016 @05:54PM (#11687076)

I was under the impression that it's more about budget and the ability to better predict/balance incoming and outgoing funds.

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