why procurement pays 10x more (data inside)

Quick math lesson:

Company A: Tries to squeeze every penny → Gets rejected
Company B: Does this one thing → 10x contract value

Just recorded 51 minutes with the guy who controls $10M+ in software spend at Vanta.

He dropped this bomb:

"I probably did a terrible job negotiating, but that experience was so good I didn't want to say no."

The data:

• Original spend: $5k/year

• Overage hit: $37k/month

• Current spend: 10x original

Here's what actually happened: https://youtu.be/fMcWLk1AxJE

Most reps are playing checkers while procurement's playing 4D chess.

Time to level up.

-Andy