SaaS Sales & Purchase Negotiation: Commercial Fundamentals

Comprehensive Course on Software/SaaS Sales Pricing, Commercial Terms, Deal Structure and Negotiation

Created by: Jimmy C
SaaS, Cloud & Software | Finance, Strategy & Data Analytics

What Will I Learn?

• 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)

Requirements

• Basic knowledge of Software/SaaS would be helpful, but not required

Target audience

• Software/SaaS Sellers (Account executive / Sales Rep)
• Software/SaaS Sales Support (Sales Engineers, Sales Operation, Deal Desk Management)
• Software/SaaS Business Support (Product Manager, Marketing, Pricing Strategy and Operation)
• Software/SaaS Buyers (Procurement, Business Managers, Engineering/Operation leaders, Finance Analysts)