Technical validation is not commercial validation. The two are completely different processes happening inside different parts of the buyer's organisation — and conflating them is the most common reason OEM deals die after a successful evaluation.
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The buyer is making a 7-year component decision. Understanding what that actually means changes how you manage your pipeline, your forecast, and your expectations — and stops you from doing things that slow deals down further.
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Most procurement pushback is not about price. It is about risk management and internal defensibility. The two require completely different responses — and responding to the wrong one is how salespeople lose deals they should have closed.
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