Price and cash are not the same thing
A commercial team can negotiate an attractive annual value while accepting payment terms that move too much working-capital burden onto the supplier.
Ninety-day payment, milestone dependencies, acceptance criteria and delayed invoicing can change the value of a deal even when revenue and gross margin look fine on paper.
Why this gets missed
Pricing tools focus naturally on price and discount. Contract reviews focus naturally on wording and enforceability. Cash timing can sit between the two.
For services businesses, the company may fund people, cloud cost and implementation work weeks or months before cash arrives. That financing burden belongs in the commitment economics.
A better approval question
Do not ask only whether the payment term is permitted. Ask what it does to cash, working capital and downside exposure when combined with implementation cost and customer acceptance conditions.
That is a deal decision, not merely a clause decision.