Latest / SaaS Business with Fexingo: Software-as-a-Service Companies, ARR, and Recurring Revenue
How SaaS Companies Profit From Enterprise Procurement Friction
Most SaaS pricing guides focus on value-based metrics like net revenue retention or usage tiers. But behind every enterprise deal is a procurement department designed to say no, delay, and discount. In this episode, we look at how top software companies intentionally design their sales motions to survive—or even leverage—bureaucratic friction. We examine the hidden economics of shadow IT, the rise of 'procurement-proof' pricing models, and why some vendors are quietly encouraging complex approval chains rather than fighting them. Using specific examples from major platform players…
The skinny
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