4.21 out of 5
4.21
197 reviews on Udemy

SaaS Sales & Purchase Negotiation: Commercial Fundamentals

Comprehensive Course on Software/SaaS Sales Pricing, Commercial Terms, Deal Structure and Negotiation
Instructor:
Jimmy C
1,068 students enrolled
English [Auto] More
Analyze Software / SaaS Buyers’ and Sellers’ motivations
Read Financial & Commercial Deal Terms
Negotiate with the Right Talking Points
Structure Creative Deals to Create Win-Win outcomes
Financial Terms (e.g. Pricing Model, Discounting, Payment Terms)
Commercial Terms (e.g. Termination for Convenience, Service Level Agreements)
Complex Deal Arrangements (Co-term Deals, Ramp Multi-year Deals, Cancel and Replace Deals)

THE MOST COMPREHENSIVE COURSE ON SAAS COMMERCIAL TERMS AND SALES NEGOTIATION!

Are you…

  • A software salesperson looking to close deals and win customers?

  • A software buyer looking to negotiate the best possible deal?

  • Interested in the financial and commercial terms for software deals?

If so, you have come to the right place!

This course will teach you the commercial fundamentals for enterprise software/SaaS transactions.

*************************

By the end of this course, you will be able to:

  • Analyze buyers’ and sellers’ motivations

  • Read financial & commercial deal terms

  • Negotiate with the right talking points

  • Structure creative deals to create win-win outcomes

*************************

My experiences include:

  • 10+ years of SaaS / software experience in Silicon Valley

  • Worked in sales operation, strategy, consulting and finance

  • Hands-on experience in organizations that sell and buy enterprise software

  • Taught over 1,000+ students with my other online courses on SaaS and Cloud with high quality reviews

*************************

Who should take this course?

  • Software / SaaS Sellers

    • Account executive / sales engineer

    • Sales Operation

    • Deal desk management

    • Pricing strategy and operation

  • Software buyers:

    • Procurement

    • Business managers

    • Engineering/operation leaders

    • Finance

    • Product Manager

*************************

Course Outline

Section 1: Building Blocks

  • Who Are the Players?

  • Buyer and Seller Motivations

  • Buyer and Seller Constraints

  • Product vs Services

  • On-premise vs SaaS / Cloud

  • New vs Expand vs Renewal

Section 2: Financial Terms

  • Pricing Model

  • Pricing Components

  • Discounting

  • Payment Terms

Section 3: Commercial Terms

  • Co-term deals

  • Ramp multi-year deals

  • Cancel and Replace deals

  • Termination for Convenience

  • Service Level Agreements

This course has high quality videos, quizzes to check for understanding and assignments to check how you will structure commercial terms in hypothetical scenarios, so be ready to get creative

*************************

You can view and review the lecture materials indefinitely, like an on-demand channel.
Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don't have an internet connection, some instructors also let their students download course lectures. That's up to the instructor though, so make sure you get on their good side!
4.2
4.2 out of 5
197 Ratings

Detailed Rating

Stars 5
104
Stars 4
59
Stars 3
30
Stars 2
4
Stars 1
0
ea956b9eb31090a3fc8db4103193ce0e

Includes

1 hours on-demand video
1 article
Certificate of Completion