Vendor sales reps push hard to lock in revenue, typically tied to new product adoption, upgrades, or expanded usage, before closing their books, he said, “often dangling so-called ‘once-in-a-lifetime’ aggressive discounting to secure commitments.”

Scott Bickley, advisory fellow at Info-Tech Research Group, agreed. “Buyers have been conditioned by vendors who are publicly traded to strategically position deals at EOQ and preferably at the end of the vendor’s fiscal year,” he said.

But while urgency can create opportunity, it also carries significant risks, Mansfield pointed out. Committing to products and/or volumes that aren’t fully vetted, and misalignment of contract terms, can later cause financial damage, particularly when these new products come with non-cancelable subscriptions.