Mastering enterprise sales: The 8 policies enterprises demand

As mentioned, when AI companies try to sell their services to big businesses (enterprises), these businesses often ask to see specific policies. These policies show how the AI company will handle important issues. Let's look at the main policies that enterprise customers usually want to see.

1. Privacy Policy

This explains how the AI company will protect and use any data it receives from the enterprise customer. It's crucial because enterprises need assurance their data is handled safely.

It's not just about features—it's about responsible data handling. Show them you're a trustworthy data steward.

2. Terms of Use

This outlines the rules for using your AI service, covering what the enterprise can and can't do with the AI tool. It helps prevent misuse and ensures clear mutual understanding.

Transparency isn't just nice-to-have. It's the wrapper for your trust package.

3. Data Processing Agreement

This details how the AI company will handle, store, and process the enterprise's data. It's especially important for complying with data protection laws. 

This isn't paperwork—it's your pledge of ethical AI practices.

4. Incident Response Plan

This shows how the AI company will react if there's a problem, like a data breach or service outage. Enterprises want to know there's a plan in place for emergencies. 

Because even AI has bad days. Prove you're prepared for anything, and they'll trust you with everything.

5. Intellectual Property Policy

This clarifies who owns the outputs created by the AI service. It's important because enterprises want to know if they can freely use and own what the AI produces. 

In the AI gold rush, who owns the nuggets? Clear IP guidelines are your trust-building prospecting license.

6. Security Policy

This describes how the AI company keeps its systems and the enterprise's data safe. It covers things like encryption, access controls, and other security measures. 

Multi-tenant concerns are trust-killers. Your policy is the antidote.

7. Business Continuity Plan

This explains how the AI company will keep its services running if something goes wrong, like a major technical issue or natural disaster. 

Your AI is their lifeline. Show them it's unbreakable, and they'll trust you as a long-term partner.

8. Information and Access Security Policy

This policy shows how the AI company controls who can access the enterprise's data and how this access is managed and monitored. 

It's not about architecture—it's about fortifying trust. Detail your digital Fort Knox.

Each of these policies is important to enterprise customers. They want to make sure that any AI company they work with has clear rules in place to protect their business and data.

When selling to enterprises, discussing these policies is a key part of the process. But the main question that remains unanswered is: what can you expect? Well, it depends on the case, but policies often impact all stages of the sales cycle as outlined below.

Initial Contact

Early in the sales cycle, you introduce your product or service. During this stage, clients often ask about basic policy compliance. 

Be ready to give a general overview of your policies, like privacy and security measures. This helps build trust and shows that you take their concerns seriously.

Detailed Discussions

As conversations progress, customers will want more specific details. For instance, they may ask about your data processing agreement or incident response plan.

At this stage, provide clear, detailed information. Having documents and examples ready can make this easier. Explain how your policies protect their interests and align with industry standards.

Negotiation Phase

When you reach the negotiation phase, policy discussions become more critical. Customers may request modifications to your terms of use or business continuity plans. 

Be prepared to discuss these changes openly. Understand their needs and be flexible where possible, but also know which areas are non-negotiable for your company. This balance is key to reaching an agreement that satisfies both parties.

Finalizing the Deal

In the final stages, all policy-related concerns should be addressed. 

Clear understanding and agreement on all policies help avoid confusion later and set a strong foundation for a long-term business relationship

Navigating policy discussions effectively can make a big difference in closing a deal. By being prepared, clear, and flexible, you can build trust and ensure that both you and your customer feel secure in the agreement. This approach not only helps in winning the deal but also sets a strong foundation for a long-term business relationship.

And what if you could prepare and share all your policies within minutes with enterprise customers, and win deals faster? Well, that’s why we’ve built the TrustAI Center.

One of the most common challenges early-stage AI companies face is building comprehensive policies and compliance documentation. This task can be daunting and time-consuming, often hindering the sales process.

To address this challenge, we’ve developed the TrustAI Center. This tool provides essential documentation most requested by enterprise buyers, helping you establish a robust compliance foundation from the start.

With TrustAI Center, you can manage all your compliance documentation, answer common questions about your AI products, and clarify how your AI models work and which datasets they use. By sharing your TrustAI Center with enterprise customers from the beginning of conversations, you build strong and trustworthy foundations for long-lasting and successful relationships.

Want to learn more about TrustAI Center, shorten sales cycles, and build buyer confidence from day one? Book a demo with us today.