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Why Vertical Software Companies Build Around Utility Procurement Cycles
The sales cycle that doesn't fit the sales deck Most SaaS sales training assumes a discovery call, a pilot, a champion, a budget owner, and a close within two or three quarters. Sell into a utility an
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Proof Over Promises.
Twelve to eighteen months of extra wait is brutal for a small team, and the budget being locked before the fiscal year starts explains most of it. For founders in this spot I'd spend that time getting onto the next budget submission, which means talking to the people who write it, not just the engineers who like the pilot. Do you see teams getting in through a smaller pilot line item that skips the big approval?