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Industry | B2B SaaS & Enterprise Software

The team that wants your software is only part of the decision.

CRM, ERP, HR tech and business application companies sell to people who want the product, and a wider group who can say no. We help you reach both.

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  • Committee mapping
  • Timing on change signals
Who we
sell into
  • CRM and revenue tools
  • Marketing and sales software
  • ERP and finance systems
  • HR and people platforms
  • Operational software
  • Workflow software
  • Business applications
The challenge

Where software deals are won and lost

Most software deals don't die in the demo. They stall afterwards, with the people who never saw it.

Where software deals stallThe champion is sold. The rest of the committee isn't yet.
Standard outboundBuilt for the committee
Standard outboundOnly the champion sold
Built for the committeeApprovers and blockers engaged

The champion isn't the approver.

A functional leader often starts the conversation. IT, security, finance and procurement can each stop it. Deals tend to stall when only the champion has been sold.

Buyers arrive already researched.

Many have read reviews, compared vendors and checked pricing before speaking to sales. They want specific answers, not the standard demo.

Replacement has its own timeline.

Core systems tend to get replaced around contract renewals, growth that breaks the current setup, or new leadership. Outside those windows, even a better product can struggle.

Security and integration are gates.

In larger deals, SSO, data residency, security questionnaires and integration checks often happen before contract. A failed check can end the deal, however keen the champion.

Partners shape the shortlist.

Especially in ERP, implementation partners and consultancies often influence which vendors get considered at all.

Where we work

Who we work with

Software companies selling core business systems, where the decision affects more than the team that uses it.

Four segments, one wider decision
Segment 01Sold to revenue leaders

CRM

CRM and sales or marketing software sold to revenue and operations leaders, with IT reviewing a system the whole commercial team will depend on.

Segment 02Shaped by partners

ERP

ERP and finance systems sold to CFOs, finance operations and IT, in multi-year decisions often shaped by an implementation partner.

Segment 03Owned by HR, approved by IT

HR Tech

HR and people platforms sold to leaders who own the problem but not the security review or the budget.

Segment 04Crowded categories

Business Applications

Operational and workflow software competing in crowded categories, where buyers have often compared the options before they reply.

How we run it

How we help

The same revenue engine, adjusted for how software actually gets bought.

Before the first message
01

Committee mapping

We identify the champion, the approvers and the likely blockers at each account, and give each of them a reason to engage.

OutputCommittee map
02

Timing on change signals

We prioritize accounts showing signs of change: new leadership, fast headcount growth, a stack that no longer fits, or research activity in your category.

OutputChange-signal account list
Running the program
03

Specific answers for researched buyers

Outreach answers what buyers are already asking about integration, migration and total cost, instead of repeating your website.

OutputAnswer-led sequences
04

Material for champions to sell internally

Interested champions get what they need to make the case: a business case outline, security answers and a reason for finance to care.

OutputChampion pack

Steps one and two happen before any prospect is contacted. Change signals are agreed with you at the start.

See the full revenue engineSix connected capabilities across Find, Engage and Grow.
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The buying group

Who we reach, and when.

A software deal needs the champion and every approver on side. Each one gets its own message, and its own moment.
ChampionReach: early

Give them what they need to sell it inside.

What they care about
  • Solving their team's problem
  • How fast they'll see value
  • Looking credible internally
How we approach

A business case outline, security answers and a reason for finance to care.

Watch for: a champion who is sold but can't get the deal approved.
ITReach: early to mid

Answer the integration question first.

What they care about
  • Integration with the current stack
  • Migration effort
  • Support and administration
How we approach

Specific answers on integration and migration, instead of the standard demo.

Watch for: an integration check that fails after the champion is sold.
SecurityReach: earlier than most vendors think

Make the security review a formality.

What they care about
  • SSO and access control
  • Data residency
  • Security questionnaires
How we approach

Security answers ready before the review, because a failed check can end the deal however keen the champion.

Watch for: a questionnaire that arrives after the champion has said yes.
FinanceReach: before the business case

Give finance a reason to care.

What they care about
  • Total cost of ownership
  • Timing against the current contract
  • Return on the switch
How we approach

Total cost and timing addressed directly, so finance sees a case, not a request.

Watch for: a budget that belongs to a different team.
ProcurementReach: planned from day one

Plan the contract before it's needed.

What they care about
  • Vendor requirements
  • Terms and renewal timing
  • Their own calendar
How we approach

Procurement steps planned early, so the contract stage isn't where the deal waits.

Watch for: a renewal date nobody on your side knew about.

Solutions

The engine, tuned for B2B SaaS & Enterprise Software.

Our connected capabilities across Find, Engage and Grow, each adjusted for regulated buyers and long approval chains.

Revenue Intelligence

Institutions with dated regulatory obligations, leadership changes and vendor reviews underway, mapped to the full committee.

Explore Revenue Intelligence

Revenue Strategy

Segments, offers and routes to market planned around long cycles and procurement timing, before budget is committed.
Explore Revenue Strategy

Revenue Acquisition

Credibility-first content, webinars and ABM that establish trust with the committee before the first sales conversation.
Explore Revenue Acquisition

Revenue Development

Approved outbound and appointment setting into banks, NBFCs, insurers and lenders, with every touch on record.
Explore Revenue Development

Revenue Operations

One auditable record of the programme and one scorecard that marketing, sales and your risk team can all read.

Explore Revenue Operations

AI for Revenue

AI for research and personalisation at scale, with a named person approving every message that reaches a prospect.

Explore AI for Revenue

Who's saying no that you haven't met?

Tell us where deals stall, from first meeting to security review. We'll show you which part of the committee you're missing.

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Proof

Results we can stand behind.

FAQ

B2B SaaS & Enterprise Software, answered

What software teams ask before they take outbound to the whole buying committee.

Still have a question? 

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Why does a strong demo still stall?

Because the champion isn’t the approver. A functional leader often starts the conversation, and IT, security, finance and procurement can each stop it. Deals tend to stall when only the champion has been sold, so we map and engage the whole committee.

When is a company most likely to switch CRM, ERP or HR software?

Around a contract renewal, growth that breaks the current setup, or new leadership. Outside those windows, even a better product can struggle, so we prioritize accounts showing signs of change.

How do you help with security and procurement reviews?

By answering early. In larger deals, SSO, data residency, security questionnaires and integration checks often happen before contract, so champions get security answers before the review starts.

How do you sell to buyers who've already done their research?

With specific answers, not the standard demo. Many buyers have read reviews, compared vendors and checked pricing before they reply, so outreach answers what they’re already asking about integration, migration and total cost.

What do you give champions to make the case internally?

A business case outline, security answers and a reason for finance to care, so an interested champion can carry the case to the people who approve it.

Do implementation partners matter in software deals?

Often. Especially in ERP, implementation partners and consultancies influence which vendors get considered at all, so they’re part of the plan.