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Vendor Experiences

The Bait & Switch Theory for O2C Solutions

A free operator field guide to how enterprise O2C vendors sell the dream — and what actually shows up after signature. Use it to pressure-test your next RFP.

Step 1 — The Sales Pitch

Dazzling AI demo
Case studies showing $120M working capital unlocked
Promises of 95% auto-match rates
"Outcome-based pricing" — pay only for results

Step 2 — The Contract

Custom quote only — no transparency
Multi-month sales cycle before you even see a number
$500K+ Year 1 cost buried in modules + professional services

Step 3 — The Implementation

3–12 months before going live
Six-figure professional services fees on top of subscription
Most basic package installed — not the full AI suite from the demo
Legacy OCR/regex technology rebranded as "AI"

Step 4 — Post Go-Live Reality

Workarounds needed immediately
Enhancements take 6+ months to implement
Testing failures when updates are pushed
Staff still doing manual work the software was supposed to eliminate
Annual price increases locked into contract