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SaaS Sales & Purchase Negotiation Commercial Fundamentals
Last updated 2/2023 Duration: 1h 30m | Video: .MP4, 1920x1080 30 fps | Audio: AAC, 44.1kHz, 2ch | Size: 300 MB Genre: eLearning | Language: English 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? 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 ************************* 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)