Partnering with Vartana to Power Frictionless B2B Sales Closing & Financing

In B2B enterprise software, time kills all deals.? This is especially true in the deal closing process, where there is a shocking amount of offline back and forth between vendor, buyer, and financing teams that takes weeks and causes deals to push to the next quarter or die all together.? As a former CEO, I have felt this pain directly, and it has only gotten worse.? And we aren’t talking about a small amount of money: globally there is $10 trillion in B2B spend every year.

Two entrepreneurs - Kush Kella and Ahmed Sharif - lived these problems helping run operations and finance at Fleet Tracking Platform Motive (previously KeepTruckin), where they were involved in setting up a deal desk & sales closing function and establishing financing options for Motive’s customers.? This experience led Kush & Ahmed to an insight that the B2B sales closing process is a mostly offline, high touch, disjointed experience between the vendor and buyer, especially as it relates to financing options.??

Kush & Ahmed started Vartana to build a digital, modern experience for the B2B Enterprise Sales Closing & Financing process, a need that has become even more critical in the current economic environment. Their checkout platform has integrated proposals, signatures, payments and self service financing.? Today, 30% of B2B technology purchases require payment flexibility, but financing is a poor experience that is usually an afterthought as part of a deal, creating undue friction in the sales process and delaying signatures.? With Vartana, financing is integrated, digital, and on demand, resulting in a much better experience for both vendor and buyer. This in turn improves conversion, sales cycles, order values, and helps both vendor and buyer manage cashflow.

Importantly, Vartana follows an asset-light financing model, providing a fully digital, low friction customer experience that acts as a digital enabler of sorts for banks that seek these high quality loans.? The end result is a win-win-win.? The vendor’s sellers get deals closed faster.? The vendor’s finance team gets paid up front.? The buyer gets to pay monthly.? The banks get streamlined access to investment grade loans. ? The proof is in the results.? In the last 12 months, Vartana achieved more than 600% growth in YoY financing processing volume with customers like Samsara , Verkada , and Barracuda .

?

Vartana’s mission is to become a new platform that can manage B2B Sales Closing & Financing, with the opportunity to enable transactions for the multi-trillion in IT and B2B spend. ? I’m thrilled that Mayfield has led Vartana’s Series A, and I’ve joined the board to support Kush, Ahmed & teams’ mission to create friction-free B2B commerce. Onwards & upwards.