SaaS Sales & Purchase Negotiation: Commercial Fundamentals

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

3.77 (37 reviews)
Udemy
platform
English
language
Sales
category
instructor
159
students
1.5 hours
content
Jun 2021
last update
$129.99
regular price

What you will 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)

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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Screenshots

SaaS Sales & Purchase Negotiation: Commercial Fundamentals - Screenshot_01SaaS Sales & Purchase Negotiation: Commercial Fundamentals - Screenshot_02SaaS Sales & Purchase Negotiation: Commercial Fundamentals - Screenshot_03SaaS Sales & Purchase Negotiation: Commercial Fundamentals - Screenshot_04

Content

Introduction

Welcome to the Course!

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

Financial Terms

Pricing Model
Pricing Components
Discounting I
Discounting II - Volume Discount
Discounting III - Term Discount and Other Discounts
Payment Terms

Commercial Terms

Co-term deals
Ramp multi-year deals
Cancel and Replace Deals I
Cancel and Replace Deals II
Termination for Convenience I
Termination for Convenience II
Service Level Agreements

Reviews

Christiaan
November 11, 2021
Well presented, clear but to the point. However, it sometimes felt like a B2B Sales Commercial fundamental course rather than SaaS specific. Perhaps bit more indepth information on SaaS and Sales would be preferred
Kelly
October 18, 2021
I really enjoyed it. if you're trying to get in to tech sales I would definiyely recommend this course.
Jay
July 27, 2021
A little too basic as compared to your other SaaS course. Could use some more depth in the concepts covered.
Youali
June 13, 2021
This course is thorough and helpful. The instructor is knowledgable and seems to have a lot of industry experience.

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4105518
udemy ID
6/6/2021
course created date
1/11/2022
course indexed date
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