Episode 32 of B2B SaaS Talks with Fexingo. Lucas and Luna explore why enterprise software vendors are creating dedicated procurement defense budgets. Using the example of a $50 million deal with a global bank that nearly collapsed over data-residency clauses, they explain how vendors now set aside 3-5% of deal value for legal, security, and compliance resources before procurement even begins. They discuss the rise of procurement defense teams, the shift from reactive to proactive legal review, and how this reshapes sales cycles. A practical look at a hidden cost that is changing enterprise software negotiations. Plus, a listener support note: if today was useful, consider buy me a coffee dot com slash fexingo.

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