- Understanding and preparing the eight key policies (privacy, terms of use, data processing, incident response, IP, security, continuity, access security) is essential for building trust and securing enterprise sales.
- Effective communication of policies at different sales stages (initial contact, detailed discussions, negotiation, and finalizing the deal) can significantly enhance the sales process and foster long-term relationships.
- The TrustAI Center streamlines policy preparation and compliance documentation, helping AI companies build a strong compliance foundation, shorten sales cycles, and instill buyer confidence from the outset.
Selling to big companies isn't easy. Anyone who has ever tried to sell something to enterprise companies understands this, especially if your company is not yet established in the market and hasn’t built a strong and recognizable brand. This is particularly true in the AI space, where business customers are often more cautious and frequently skeptical.
We understand this, and that’s why we decided to create a series of blog articles, "Mastering Enterprise Sales," where we dive deep into the critical aspects of closing deals with large organizations. These articles will provide AI companies with crucial insights on how to make their enterprise sales more successful and efficient.
Today, we're focusing on a topic that can make or break your enterprise sales efforts: the key policies that enterprises demand from their vendors and partners. These aren't just annoying paperwork; they're essential protections for the company. By understanding and effectively preparing these policies, you can make your sales process smoother and win more deals.
Before we start, you probably ask yourself what’s in it for you? You’ll have the opportunity to master the following:
- Understand what policies enterprise buyers are asking for
- Comprehend why these policies matter to your customers
- Prepare yourself for sales meetings and win deals faster
Whether you're new to enterprise sales or have been doing it for years, knowing these policies will help you. It will make your sales process smoother and help you win more deals.
Let's look at these eight important policies and learn how to use them to improve your enterprise sales.
The 8 Key Policies Enterprises Typically 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.
Navigating Policy Discussions in the Sales Process
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.
Overcoming Policy Preparation Challenges with 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.
