What you will be able to do after this session

• 1Scope to reality. Size a Fusion subscription to the real user population per module, not to headcount or the org chart.
• 2Structure the ramp. Match the subscription's paid quantity to the deployment timeline, so you pay for users as they go live.
• 3Lock the price holds. Fix the rates for adding users mid term, so growth never happens at undiscounted list.
• 4Set the renewal cap. Negotiate the hard ceiling on the uplift at signature, the single most valuable clause in the deal.
• 5Answer the tactics. Recognize the quarter end pressure, the bundle, and the free ramp, and hold your structure through them.

How the session works

A taught session with three knowledge checks: the 2,000 user rollout that should be ramped 600 / 1,400 / 2,000 rather than billed in full from day one; the 55% discount that inflates to list on the 400 users added without a price hold; and the offer to trade seven discount points for dropping the renewal cap. It closes with one Fusion deal negotiated end to end, the discount treated as the least of five wins.

Homework before the next session, about one hour

• 1Scope a real deal. For a live or upcoming Fusion purchase, count the real user population per module and metric. Compare it to the quantity on the proposal.
• 2Draw the ramp. Map the deployment plan by year and region, and write the ramp schedule it implies. Note the cost of paying full quantity from day one.
• 3Check the price hold. In any current SaaS order, find the clause that prices mid term additions. If there is none, that is your growth exposure, priced at list.
• 4Find the cap. In every SaaS subscription you hold, look for the renewal cap. Where there is none, note the uncapped uplift risk against the renewal date.
• 5Rank your last deal. Take your most recent SaaS deal and rank how hard each of the five levers was fought. Most estates find they fought only the discount.