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.