Selling to the Enterprise in 2027

Overview

For sales and regional leaders across security, data, cloud and infrastructure vendors.

15 seats · Complimentary · Led by Factor · Chatham House rules · Lunch provided

What we will cover

• Selling into a leaner enterprise: which deals are still getting signed, and why
• Multi-threading the buying group of CIO, CISO, CDO, CFO and procurement
• Why deals stall after the demo, and what the teams that close do differently
• Partner and marketplace motions: hyperscaler marketplaces, co-sell and MSPs
• Hiring, ramping and keeping top sellers in a tight market

Agenda

• 0:00 pm Selling Security, Data, Cloud & Infrastructure in 2027(Technology, Sales & Leadership) How the best tech sales teams are winning in a leaner 2027
• 0:10 pm Selling into a leaner enterprise: which deals are still getting signed, and why(Technology, Sales & Leadership) Budgets are tighter and buying committees are more risk-averse, but deals are still being signed. This session looks at which deals are getting through in a leaner enterprise and what the sellers closing them have in common. Which deal profiles are still getting signed in 2027 How top sellers frame ROI for a cautious buyer The qualification discipline that saves wasted cycles
• 0:30 pm Multi-threading the buying group of CIO, CISO, CDO, CFO and procurement(Technology, Sales & Leadership) No enterprise deal closes on a single champion anymore. This session covers how to build and hold relationships across the CIO, CISO, CDO, CFO and procurement without losing momentum. Mapping the real buying group early Keeping every thread warm without spreading thin Handling procurement so it speeds the deal, not stalls it
• 0:50 pm Why deals stall after the demo, and what the teams that close do differently(Technology, Sales & Leadership) The demo goes well and then the deal goes quiet. This session digs into why deals stall post-demo and what the teams that close do differently in the weeks after. The real reasons momentum dies after a good demo Building a mutual close plan the buyer owns Re-engaging a stalled deal without discounting
• 1:10 pm Partner and marketplace motions: hyperscaler marketplaces, co-sell and MSPs(Technology, Sales & Leadership) Hyperscaler marketplaces, co-sell and MSPs are now a core route to revenue, not a side channel. This session covers how to make partner and marketplace motions actually produce pipeline. When a marketplace listing or co-sell genuinely moves a deal Building co-sell relationships with the hyperscalers Working with MSPs without margin erosion
• 1:30 pm Hiring, ramping and keeping top sellers in a tight market(Technology, Sales & Leadership) In a tight market the best sellers have options. This session covers how to hire, ramp and retain top talent when everyone is chasing the same people. What top sellers actually look for in 2027 Ramping new hires to quota faster Keeping your best people from being poached

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