Why Enterprise Software Deals Now Require a Business Case Before Procurement

Episode notes

In this episode of B2B SaaS Talks, Lucas and Luna explore a growing trend in enterprise software procurement: the requirement for a formal business case before any deal can proceed. They examine how vendors like Salesforce and Workday are seeing procurement teams demand quantified ROI projections, implementation timelines, and risk assessments even before a demo. The hosts discuss the rise of value engineering teams, the shift from relationship-driven to evidence-based selling, and what this means for sales reps who need to build financial models alongside product demos. Luna shares a story of a CFO who rejected a $2 million SaaS deal solely because the business case used optimistic assumptions. Lucas explains why the business case has become the new gatekeeper in enterprise sales, replacing the old handshake culture. They also touch on how this trend is reshaping sales compensation and training. This episode is essential listening for anyone selling enterprise software or managing procurement in 2026.

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