What you will be able to do after this session

• 1Scope the list. Build a product list around real growth, and keep the shelf out of it.
• 2Write the definitions. Customer, territory, and M&A language sized for an unlimited grant.
• 3Write the exit at entry. Certification mechanics, cloud counting included, agreed before the term starts.
• 4Price it honestly. Anchor the fee to your forecast and the à la carte ceiling, not to the word unlimited.
• 5Run the negotiation. Use the leverage a seven figure signature creates, on the clauses that matter most.

How the session works

A working session with three knowledge checks: the whole-stack-for-15-percent counter offer priced over a decade, the mid term acquisition that the customer definition decides, and the $4.2M fee against a $3.2M forecast ceiling. It closes with the entry term sheet, Oracle's draft beside the negotiated version, row by row.

Homework before the next session, about one hour

• 1Draft your list. If a ULA were proposed tomorrow: which products belong on it, from real growth plans? Which would be padding?
• 2Build the ceiling. Price that growth à la carte at session 9 discounts, support included. Write the number down.
• 3Check the definitions. Against your org chart and deal pipeline: what would the customer definition and acquisition clause need to say?
• 4Write the cloud sentence. One sentence that makes your cloud deployments count at certification. Keep it; it may be worth millions.
• 5Model three exits. Certify low, certify high, renew, with rough numbers. If one of them frightens you, that is the one to plan for.