Why Math Doesn't Close Enterprise Deals (Micro Episode)
In this solo episode of Very True, Alex breaks down a frustrating paradox for B2B founders: why pitching undeniable efficiency and cost-savings to legacy businesses is often a total trap.
If a company has a 2% profit margin, reducing their operating costs by just 2% effectively doubles their profit. It is a mathematical certainty. So why do they completely ignore you when you pitch it? Alex explores the psychological roadblocks that prevent massive corporations from buying logical solutions. He explains why founders need to stop pitching math and start pitching survival, recognizing that corporate culture is heavily driven by risk aversion. By understanding these psychological barriers, you can re-engineer your pitch to give companies what they need in a form factor of what they actually want.
Episode Highlights:
- [00:00] Understanding the Profit Margin Trap: The 2% profit margin paradox. Alex explains why walking into a high-volume legacy business and pitching mathematical certainty or an overhaul to their cost structure is a trap.
- [01:37] Cultural Roadblocks in Legacy Businesses: The reality of the corporate survival mindset. Unlike hyper-analytical startups, the culture of large corporations is about stability and not rocking the boat. Alex breaks down the risk-reward asymmetry: why a VP won't risk getting fired over a broken process just to save the company $50 million for a standard 3% bonus.
- [03:45] The Wedge: Aligning Solutions with Corporate Goals: How to actually win the deal. Alex explains how to identify the acute issue that's top of mind for a legacy buyer and frame your product around volume growth (what they are comfortable with), while secretly delivering margin efficiency (what they actually need) on the back end.
Links & Resources:
- Verissimo Ventures: https://verissimo.vc/
- Follow Alex on LinkedIn: https://www.linkedin.com/in/alex-oppenheimer/
- About Very True: Hosted by Alex, Very True by Verissimo Ventures explores the honest, unvarnished stories of founders and the real problems they are solving. We look past the hype to find the truth in technology and entrepreneurship.
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