Why Enterprise Software Reps Are Now Selling to the CFO

Episode notes

In this episode of B2B SaaS Talks with Fexingo, Lucas and Luna explore a critical shift in enterprise software sales: the move from selling to IT or line-of-business buyers to selling directly to the CFO. They unpack why CFOs are now gatekeepers of SaaS spend, how procurement has changed post-2022, and what reps need to know about unit economics, ROI frameworks, and the new 'procurement defense budget.' Using a real-world example of a mid-market ERP deal, Lucas and Luna break down the financial metrics CFOs demand - like payback period, total cost of ownership, and internal rate of return. They also discuss how vendors are adapting their sales motions, hiring former finance professionals, and building ROI calculators that speak the CFO's language. If you're in B2B SaaS sales or marketing, this episode gives you a concrete playbook for navigating the CFO-led buying committee. #B2BSaaS #EnterpriseSoftware #CFO #SalesStrategy #Procurement #ROI #SaaS #Business #BusinessPodcast #FexingoBusiness #SalesCycle #ERP #UnitEconomics #TCO #Finance #BuyingCommittee #ValueSelling #Podcast Keep every episode free: buymeacoffee.com/fexingo

• Enterprise Software Buyers Now Demand a Cybersecurity Warranty67 / 100
• Why Enterprise Buyers Now Demand an API Audit56 / 100
• Why Enterprise Software Buyers Now Demand a Data Encryption Audit68 / 100
• Why Enterprise Software Buyers Now Demand a Supplier Code of Conduct
• Why Enterprise Software Buyers Now Demand a Vendor Exit Plan