Why Enterprise Software Reps Are Selling to the CFO's FP&A Team

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Why Enterprise Software Reps Are Selling to the CFO's FP&A Team

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In episode 51 of B2B SaaS Talks, Lucas and Luna explore a shift happening inside enterprise software sales: reps are no longer just selling to the CFO—they're selling to the CFO's Financial Planning & Analysis team. Lucas explains why FP&A analysts have become the new gatekeepers of software budgets, how they use rolling forecasts and unit economics to challenge vendor pricing, and why Salesforce lost a $2 million deal because its ROI model didn't match the buyer's internal cost-of-capital assumptions. Luna shares a story about a procurement friend who built a shadow P&L for a SaaS contract. The episode drills into what FP&A teams actually want: granular data, not slide-deck promises. Plus, a listener-support reminder tied to the value of getting practical intel. Specific, tactical, and grounded in the real dynamics of B2B enterprise procurement. #B2BSaaS #EnterpriseSoftware #FP&A #SalesStrategy #Procurement #CFO #Salesforce #ROICalculators #BusinessValueAssessment #RollingForecast #SaaS #TechSales #FexingoBusiness #BusinessPodcast #BusinessAndTechnology #UnitEconomics #EnterpriseSales #FinancialPlanningAndAnalysis Keep every episode free: buymeacoffee.com/fexingo

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