Interesting experience. I've sold big packages to big pharma and our experience was different: we could game the scheduling of payments over the life of the con

Interesting experience. I've sold big packages to big pharma and our experience was different: we could game the scheduling of payments over the life of the contract, but they refused cash up front payment. However, given your experience and ours, it probably depends on the industry; we were in media and you were in software. We've never had a customer not pay though.