# Sell to procurement and compliance, not just the end user

- Category: distribution
- Author: Fineas Silaghi (https://indie.md/people/fineas-silaghi/)
- Source: https://indie.md/journeys/fineas-aisafe/
- Canonical URL: https://indie.md/advice/the-buyer-is-procurement-and-compliance/

For AISafe, the people who decide are not only the engineers who would run the tool; they are the procurement and compliance functions that sign off on it. The room made the point concrete on pricing: a corporation of a certain size already has a budget line for your category and a procurement team used to spending it, and those gatekeepers care that the software stays inside their network, respects their compliance boundary, and produces a clean audit trail. Fineas treats them as the actual customer, which means the pitch has to satisfy people who never touch the product but control whether it ships. When you sell into the enterprise, design the demo for the user and the paperwork for procurement, because both have to say yes.