B2B SaaS Talks with Fexingo · 2026-08-02 · 8 min
In episode 143 of B2B SaaS Talks, Lucas and Luna unpack a fresh clause appearing in enterprise RFPs: the vendor's mergers and acquisitions roadmap. When a potential acquisition looms, buyers worry about product roadmaps, data ownership, and contract continuity. Lucas walks through a real scenario - a mid-market SaaS vendor facing an RFP from a Fortune 500 that demanded a three-year M&A plan, including who would own the IP and how customer data would transfer. He breaks down the three questions buyers are now asking: the vendor's own M&A history, any active acquisition talks, and the change-of-control clause in the contract. Luna pushes back on the practicality of asking a private vendor to reveal deal talks, and they discuss how procurement teams are using third-party risk assessments to verify responses. The episode closes with a reflection on how transparency, even when it's uncomfortable, builds trust in enterprise sales.
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