PandaDoc

DECEMBER 20, 2021

Written contracts are a great way of setting boundaries for a business relationship between two parties. Even though the original contract may seem like carved in stone agreement, unexpected situations may occur and oblige the parties to come up with a contract amendment. What is a contract amendment?

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PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Let’s talk about contract negotiation in more depth. What is a contract negotiation? Contract negotiation is when two or more people discuss the current terms of a contract and come to a new, legally binding agreement.

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Contract Negotiate Legal Government 52

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. .” Jason, ed. :

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Price Contract Referrals B2B 111

SaaStr

MARCH 11, 2021

A lot of SaaS pricing originally comes from classic enterprise software. ServiceNow does primarily 3 year, $1M+ contracts , for example. All of Qualtrics’ almost $1B in ARR is on annual contracts. Look at what the most beloved vendors do in your space around pricing models. Perhaps they shouldn’t.

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Contract B2C Construction Price 82

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service. Here is what we know to be true about rate or price reduction requests.

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Negotiate Contract Price Sales 248

Iannarino

DECEMBER 29, 2022

If you performed well, your contact would sign a contract. While you could expect objections and a negotiation over price, selling was relatively straightforward. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your contact were the only people in the room.

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SaaStr

FEBRUARY 4, 2022

Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? They’ll say never allow refunds in a multi-year contract: Sales will hate it, especially if there is an explicit or implicit clawback if they do. The post Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS Contract Paid Upfront?

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Contract Finance Closing Product 89

Hubspot

JANUARY 26, 2021

Consistency is, well, consistent in a lot of fields, and pricing is no exception. Certain goods' and services' prices can be extremely resistant to change — they're prices that stick and are, naturally, referred to as sticky prices. Here's some insight as to why a company might embrace rigid pricing.

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Price Contract Construction Promote 72

SaaStr

NOVEMBER 1, 2021

Only 41% of the SaaS companies in the survey use per-seat pricing. But it’s a good reminder that per seat pricing is great — when it’s what the customer wants. The average discount for Annual contracts is 10%. The post KeyBanc: Only 41% of SaaS Companies Price By Seat Now appeared first on SaaStr.

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Price Contract Customers 87

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Find out what happens to service-level agreements (SLAs), pricing terms and licensing agreements.

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Contract Legal Price Technology 55

Partners in Excellence

APRIL 24, 2024

It’s the pricing/cost discussion. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. We present our price, the customer’s moral obligation is to object to the price. The discussion becomes all about pricing and discounting.

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Price Contract Presentation Consult 77

Search Engine Land

APRIL 24, 2024

Let’s imagine you are in a contract-based industry, such as phone, cable or insurance. They are actively looking for different services or providers or currently in a contract with a competitor and are looking to prepare their exit and switch contracts. Those people have probably searched through the market.

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Legal Contract Gambling Lead generation 97

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).

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Contract Non-Profits Legal Clients 52

PandaDoc

APRIL 17, 2024

Contract management software automates many of the processes necessary in contractor management. This is vital when bidding for government contracts. See also How to use contract management software to manage construction contracts What are the challenges of contractor management companies?

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Contract Construction Government Legal 52

PandaDoc

APRIL 17, 2024

Contract management software automates many of the processes necessary in contractor management. This is vital when bidding for government contracts. See also How to use contract management software to manage construction contracts What are the challenges of contractor management companies?

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Contract Construction Government Legal 52

Martech

FEBRUARY 29, 2024

Review vendor contracts objectively with an open mind In a “do more with less” scenario, leaders often consider canceling vendor contracts to cut costs. On the other hand, leaders who adhere to “getting more value out of what we have” will renegotiate current vendor contracts.

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Contract Technology Technology Price 114

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

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Negotiate Cross-sell Contract Legal 52

SaaStr

MAY 27, 2022

Should sales just disappear once the contract is signed? #5. 59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. The related question then becomes do you raise prices on existing customers — or just new customers? and North America.

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Price Niche Up-sell Contract 111

A Sales Guy

MAY 20, 2014

Price “should” have a direct correlation to value. The right value drives the right price. The higher the perceived value, the higher the acceptable price. The lower the perceived value, the lower tolerance for price. The CEO and he are talking about pricing and how much they should charge.

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Price Contract Negotiate Sell 134

SaaStr

OCTOBER 18, 2023

Moving From Per-Seat Pricing to Consumption-Based Pricing, and See a Revenue Lift from It The analytics space has mixed models here, but Domo is moving to consumption-based pricing in part to ensure every employee at a customer that can use Domo, does use it. So far, it seems to be working. So far, it seems to be working.

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Contract Price Growth Launch 92

Martech

OCTOBER 19, 2023

To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500. This means that your revenue from the last year is $157,500. So, your ARR will be $100,000 × (12/60) = $20,000.

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Product Contract Drivers/motivators SQL 133

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Go here to learn everything you need to know about Salesforce Automation. Docomotion.

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Appointment Territory Cross-sell Contract 147

Partners in Excellence

SEPTEMBER 24, 2014

I should have guessed what he was going to say when he said, “Dave, when are sales people going to understand price is important, but that’s not the only thing people like me care about?” As we looked at the negotiations–they were non competitive, we were looking at major contract renewals and enhancements.”

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Price Territory Negotiate Contract 92

Capterra Sales & Marketing Software

JANUARY 21, 2022

The post Capterra Value Report: A Price Comparison Guide for Customer Relationship Management (CRM) Software appeared first on Capterra. Compare pricing for the top customer relationship management software products with the highest value-for-money and functionality ratings. The pricing model for Act!

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Customer Relationship Management Relationship Management CRM Price 52

Hubspot

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Sellers setting a precedent for price concessions.

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Price Negotiate Commission Strategize 80

SaaStr

JUNE 29, 2023

As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. The Year of the Price Hike In 2023, companies face a hard reality –– SaaS prices are rising. Why are SaaS Prices Increasing? weakest link.

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Price Contract CRM Engineering 92

SaaStr

JANUARY 15, 2021

Turns out though, that in the vast majority of six-figure contracts, virtually every seven-figure contract, and quite a few five-figure contracts … there’s always a services component. I remember the first time I experienced this confusion myself, on one our first high-five figure contracts.

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SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. It could be price, product composition, or payment terms. The answer?

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Contract Price Healthcare Commission 83

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. What demos, pricing details, or technical materials do they need to make a decision?

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Contract Negotiate Follow-up Contact 119

SaaStr

APRIL 24, 2021

It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. We could have picked many B2D services, like Twilio or others, too, which have primarily or substantial transaction pricing too.

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Contract Price B2B Contact 142

SaaStr

FEBRUARY 28, 2019

I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. But as time went on, we got a bit better at pricing ?? Just to increase Qualcomm to the same pricing everyone else had at their bracket. I canceled the price increase. Price increases on existing customers always lead to churn.

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Price Customers Referrals B2C 87

Sales Pop!

SEPTEMBER 7, 2023

Assess Your Company’s Water Needs Before you start comparing plans and prices, take some time to consider the amount of water your business uses on a daily, weekly, and monthly basis. Review the Supplier’s Reputation Before signing any contracts, take the time to review the supplier’s reputation in the industry.

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Contract Price Service Consult 64

Partners in Excellence

OCTOBER 5, 2015

They customer had signed off to the business case, he felt the implementation plan addressed and managed the risks, contracts/T&C’s had been reviewed and agreed upon. After pleasantries were exchanged, the customer said, “I just can’t justify your price to my management team. You need to hit this price target.”

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Price Finance Negotiate Contract 91

SaaStr

SEPTEMBER 5, 2022

Secret #2: Pricing. Many product-led companies do not go to market with the right pricing. These pricing frameworks can seem appealing, but they fail to capture the appropriate value in the heavy usage of a product. Think of a team of five to ten recruitment representatives who need to send out contracts for signature.

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Contract Price Growth User Experience 96

Martech

JANUARY 26, 2023

Are they included in pricing? Is access included in pricing? Pricing and support What is pricing based on? What is the minimum contract length? Is there a short-term contract or an ‘out’ clause if things don’t work out? How does the platform measure and report call outcomes? Get MarTech! In your inbox.

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Contract Price CRM Quota 117

SaaStr

JUNE 26, 2019

Founders know the value of a key logo can be 10x-100x the value of the contract itself. The post Why do most entrepreneurs under price their offering? Because (1) we aren’t trained sales leaders, and (2) we worry most about not losing the deal. When we finally get a good lead, we just don’t want to blow it. appeared first on SaaStr.

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Price Contract Closing Customers 54

PandaDoc

MARCH 4, 2024

Choose the right VDR provider for your team by pairing platform capabilities with your specific needs around contract management, document workflow, permissions access, and guided contract signing. This is preferable over per-page pricing which can incur extra fees for large files and numerous users.

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Strategic partnership Legal Contract Negotiate 52