← Sales playbook

Post-POC commercial meeting

Use after trial evidence lands. Anchor on numbers from weekly readouts. Tie fees to their telemetry only.

Account Champion / economic buyer

Quorum and procurement

Budget signatory or written delegate on this call?
Procurement loop started in parallel (no end-of-funnel surprise)?
FinOps positioned as validator with political cover (mid-POC readout if needed)?
Named customer task owners for vendor portal / paperwork?

Dossier table of contents (tick)

Executive snapshot: trial window, cumulative savings trajectory
Method and access model — answers “accuracy vs invoice”
Granular appendix (query / job angle) for auditors
Security appendix — recycled questionnaire answers
Pricing trio: ~1% tracked spend (manual / recs) + ~20% automation savings (confirm live policy)
Decision checkpoint slide: target answer date + procurement runway

Reminder — never template fictitious percentages. Optional published proof: Nordstrom case study.

Objection rehearsal

Objection	Psychology	Response / proof
Data access discomfort	Regret aversion	Phased scope, revocation, audit trail — data map
Dashboard vs bill	Evaluator credibility	Reconcile on shared billing export; weekly same definitions
No engineering time	Overload	RACI + automation PR narrative; cite hours returned where documented
Build in-house	NIH	Clock to proof; POC time-box — no fabricated ROI gaps
Procurement stall	Safe delay	Parallel path from trial week 2; recycle security pack

Close template