KSP Insights covers the patterns we see across enterprise SaaS sales cycles: the real reasons deals stall, the interventions that work, and the framework for thinking about complex buying committees. Published when the analysis warrants it.
There is a class of enterprise deal failure that is almost invisible from the outside. The procurement process is still running. Emails are still being answered (slowly). Your champion is still on calls. But the economic buyer made their decision six weeks ago and simply hasn't found a clean way to communicate it. This article maps the signals, the causes, and the interventions that can still reverse it.
When a CFO pushes back on a SaaS contract, the instinct is to discount. But CFO blocks are almost always about risk framing, not cost, and the way you respond determines whether the deal closes or dies. The correct intervention has nothing to do with price reduction.
Read article →A champion who has stopped responding is one of the most common and misdiagnosed deal problems in enterprise SaaS. Most reps assume disengagement means disinterest. In most cases, that assumption is wrong, and acting on it makes the deal harder to recover.
Read article →AI product vendors are encountering a new category of procurement blocker that standard security documentation cannot address. GDPR, SOC 2, model governance, and data residency questions are blocking contracts that would otherwise close. The documentation gap is entirely solvable, but only if you understand exactly what the reviewing team needs to see.
Read article →MEDDPICC remains the most useful qualification framework in enterprise SaaS. But buying committee dynamics have changed significantly since the framework was developed: more stakeholders, more consensus requirements, more formal risk review processes. This article maps the gaps and proposes the additional dimensions Simuka adds to the standard framework.
Read article →KSP Insights goes out to a focused list of enterprise sales leaders, CROs, and SaaS founders. No filler, no frequency commitment. Published when the thinking warrants it.
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