Why Enterprise Software Deals Now Hit a Data Migration Stumbling Block

Episode notes

Episode 56 of B2B SaaS Talks with Fexingo. Lucas and Luna dig into the latest friction point in enterprise software sales: data migration. As companies move from legacy on-prem systems to modern SaaS, the cost, risk, and timeline of moving terabytes of historical data is killing deals. Lucas walks through a real example from a midmarket manufacturing firm that stalled a $2 million contract for six months because the buyer's IT team couldn't agree on what data to keep. They discuss how repackaging data migration as a separate professional services engagement - with fixed pricing and clear milestones - can unblock the pipeline. Also covered: why the vendor's willingness to share migration success stories (and failures) is becoming a deal-breaker, and how procurement is now asking for data-migration SLAs with penalty clauses. A tactical episode for anyone selling or buying enterprise software.

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