How Enterprise Software Deals Now Require an Implementation Success Plan

B2B SaaS Talks with Fexingo · 2026-06-18 · 9 min

Episode notes

On B2B SaaS Talks with Fexingo, Lucas and Luna explore the hottest new procurement requirement in enterprise software: the Implementation Success Plan. After the contract is signed, nearly 30% of six-figure SaaS deals fail to achieve full deployment within the first year, according to a 2025 Gartner study. Now buyers are demanding pre-signed roadmaps, milestone penalties, and joint governance committees. Lucas breaks down how one mid-market CRM vendor lost a $2.4 million deal because their implementation timeline was too vague. Luna shares why procurement teams are treating the ISP as a risk mitigation tool, not just a project plan. They discuss the tension between sales wanting to close and customers wanting assurance, and how the best reps are now selling the implementation as part of the product. #B2BSaaS #EnterpriseSoftware #ImplementationSuccessPlan #SaaSProcurement #GartnerStudy #CRM #DealRisk #MilestonePenalties #JointGovernance #SaaSDeals #SalesCycle #VendorRisk #CustomerSuccess #Business #Technology #FexingoBusiness #BusinessPodcast #B2BSaaSWithFexingo Keep every episode free: buymeacoffee.com/fexingo

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