How do the best teams sell into large Indian and global enterprises where procurement runs the show?
They treat procurement as a stage with its own owner, timeline and artefacts, not as an annoyance at the end. A CIO's process typically runs experimentation, then a business value analysis, then legal and procurement, and each phase has different people and different questions, so map your deal to it. Get security review, data residency and compliance material ready before anyone asks, because that is where weeks disappear. For India specifically, expect negotiation regardless of your list price and expect long tail customisation requests, which is exactly why Unicommerce's founder pushes back on the myth that Indian enterprises will not pay: they will, on their terms and their clock. Price with a negotiation band built in so you can give ground without bleeding.
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4 resources, 2 India-specific, 4 link-checked.
🎧 Podcast
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The buyer's side of enterprise outbound, from a CIO who says roughly 80 percent of the startups he evaluates were found through outbound research, peers or LinkedIn. He also times each phase of his buying process, which tells you exactly how long your deal will take.
Kapil built one of India's few listed SaaS companies, so when he takes apart the myths (Indians will not pay for software, they demand endless customisation, they want enterprise support at SMB prices) he is arguing from a P&L. Essential if you are deciding whether India is a real market for you.
The reference explanation of all eight letters from the people who own the methodology, free to read. Use it as a deal checklist: the letters you cannot fill in are exactly where your deal will die.
The pragmatic case for pricing so discounts are survivable instead of pretending you will hold the line: mark up by around 20 percent, automate the small predictable discounts, and model the procurement discount into big deals before they arrive.
