---
title: "Discussion on \"Why Vertical Software Companies Build Around Utility Procurement Cycles\" | Hashnode"
description: "Discussion on \"Why Vertical Software Companies Build Around Utility Procurement Cycles\". Utility procurement often runs a year or more past a typical SaaS sales cycle. Here is how engineering-led teams selling into energy markets fund the wait and what they should track instead of pipeline."
url: "https://hashnode.com/posts/vertical-software-utility-procurement-cycles/6ad8d376036d70f3af2fb786"
---

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# [Why Vertical Software Companies Build Around Utility Procurement Cycles](https://humanbusinessworks.hashnode.dev/vertical-software-utility-procurement-cycles?utm_source=hashnode&utm_medium=feed)

Utility procurement often runs a year or more past a typical SaaS sales cycle. Here is how engineering-led teams selling into energy markets fund the wait and what they should track instead of pipeline.

Oct 21 · 6 min read · humanbusinessworks.hashnode.dev  
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-   [#energy](https://hashnode.com/tag/energy)
-   [#procurement](https://hashnode.com/tag/procurement)
-   [#saas](https://hashnode.com/tag/saas)
-   [#engineering](https://hashnode.com/tag/engineering)
-   [#industry-trends](https://hashnode.com/tag/industry-trends)

## Written by

[Human Business Works](https://hashnode.com/@humanbusinessworks)

@humanbusinessworks · Miami, FL

  
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## Responses 1

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[StackShortlist](https://hashnode.com/@veristria)

[Oct 21](https://hashnode.com/posts/vertical-software-utility-procurement-cycles/6ad8d376036d70f3af2fb786/comment/6ad93f071877198bcb76b162)

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?