A land and expand strategy could maybe help mitigate it, what do you think? Keep the focus on small deals constantly closing, and then follow up to upsell them. Separate spiffs for each part of the sales motion.
On the SaaS side, yeah I think that's a good move.
In this case there's a large hardware component of the sale which incentivises the software over-promising. There's also a lot of competition (think a tender process).
It's really about shifting the small decisions, removing that marginal "yes, we can do that" which didn't need to be there at all for the sale to close.
