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.

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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

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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

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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

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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

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