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SaaS Sales & Purchase Negotiation: Commercial Fundamentals (Udemy.com)

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

4.7
452 reviews

Created by: Jimmy Chim

Last updated February 2023

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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)

How it compares

Against the other 107 rated Udemy courses in Sales on CourseDuck:

  • Rating4.7 out of 5higher than 81% of them
  • Reviews452#41 of 108 by number of reviews
  • Length1.5 hoursshorter than 74% of them
  • Last updatedFebruary 2023earlier than 79% of them

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Course 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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Read More All Levels All Levels product length iconTime: 1.5h

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Instructor Details

Jimmy Chim

Built on 10+ years of finance, consulting and strategy experience working in Silicon Valley, my courses are focused on:

· SaaS / Software Business Strategy & Operations Management

· Data Analytics

· Microsoft Excel / Google Sheet

· Microsoft PowerPoint / Google Slides

· Cloud Financial Management

My approach is to make complex topics simple to understand, and teach through real life examples so you can apply the skills on your job.


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Reviews

4.7

452 ratings on Udemy

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By Vijay on 7/25/2025

Very good course and came to know about the different Pricing options and various SLA terminologies by going through this short course. Very useful for those in Procurement, and even for IT Sr Managers to know about the Licensing costs and the nuances involved. worth going through especially for Delivery Heads/Independent Business Unit Heads/Horizontal Business Unit Heads. Sincere Thanks, Vijay

By Anonymized User on 6/6/2025

Great course, very clear and with the right amount of information, everything right to the point.

By Joshua White on 10/31/2024

Was hoping for a little more detail on SaaS negotiation, specific use case examples, maybe more test assignments on different cased. Good overall for the purpose

By Tejesh G on 4/21/2024

Yes , am not from Technical sales background , am new to Software sales ..

By Sofia Lopez on 10/11/2023

This has been the best course I have taken on Udemy so far! Explanations were great and applied perfectly to real world situations. Looking forward to taking more courses from Jimmy.

By Jessica Opalko on 6/19/2023

Good SaaS fundamentals for someone who already has a commercial contracting expertise. I'd be curious of deeper topics that get negotiated, like events for indemnity and liability.

By Harshad Joshi on 12/7/2021

Well structured Course. However, this can be broaden to cover little more on the topic

By Christiaan Raaijmakers on 11/11/2021

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

By Kelly Rateau on 10/17/2021

I really enjoyed it. if you're trying to get in to tech sales I would definiyely recommend this course.

By Youali on 6/13/2021

This course is thorough and helpful. The instructor is knowledgable and seems to have a lot of industry experience.

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Overall Score : 94 / 100

SaaS Sales & Purchase Negotiation: Commercial Fundamentals
Visit course on Udemy Write a review
  • Video Duration: icon 1.5h
  • Price: $59.99
  • Provider: icon Udemy
  • Updated: icon February 2023
  • Level: All Levels All Levels
  • Language: icon English
  • Certificate: icon Yes
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