SaaS Sales & Purchase Negotiation: Commercial Fundamentals

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


What you'll 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

Description
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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Who this course is for:
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)

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