Negotiating enterprise SaaS terms without stalling the deal
Liability caps, data terms and service levels slow down most enterprise sales. A practical playbook for agreeing them faster.
Enterprise customers send long contract markups. Most of the comments follow a pattern, and a prepared position on each one can cut weeks from the sales cycle.
Liability
Decide in advance which caps you can move, which carve-outs you accept and who can approve exceptions.
Data protection
A clear data processing addendum and an up-to-date list of sub-processors answer most procurement questions before they are asked.
Service levels
Offer service credits that reflect what you can actually deliver. Promises made to close a deal become disputes a year later.
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