Pretty good write up. The author glosses over the finance part at their own peril. I'm noticing enterprises with longer and longer payment terms.. As in they mandate their vendors provide net-90, which seems insane to me. It used to be net-60, and even that seemed odd. So be prepared to be flexible to close that sale.
Once they have made their mind up you can usually push back on that. The purchasing department has been told to buy and if you have been selected as the preferred solution where else are they going to go?
I'm pretty sure this is about controlling quarterly results for public companies. They play around with numbers a lot to make estimates. They can push payables out to the next quarter with net 90.
