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所在平台: Udemy |
课程主页: https://www.udemy.com/course/saas-sales-purchase-commercial-fundamentals/
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课程名称：SaaS销售与采购谈判：商业基础 课程概述：这是关于SaaS商业条款和销售谈判的最全面课程！本课程旨在帮助以下人群：希望达成交易并赢得客户的软件销售人员；希望谈判最佳交易的软件采购者；对软件交易的财务和商业条款感兴趣的人。如果您符合上述条件，那么您来对地方了！本课程将教授您企业软件/SaaS交易的商业基础知识。 课程结束时，您将能够： - 分析买方和卖方的动机 - 理解财务和商业交易条款 - 使用合适的切入点进行谈判 - 构建创造性交易，实现双赢结果 讲师经历： - 10年以上硅谷SaaS/软件行业经验 - 从事销售运营、战略、咨询和财务工作 - 拥有购买和销售企业软件的实操经验 - 曾教授1000多名学习者，其他在线课程评价极高 适合人群： - 软件/SaaS销售人员、客户经理、销售工程师 - 销售运营、交易管理、定价战略和运营 - 软件买方：采购人员、业务经理、工程/运营负责人、财务人员、产品经理 课程大纲： 第一部分：基础建设 - 玩家是谁？ - 买方和卖方的动机 - 买方和卖方的限制 - 产品与服务 - 本地部署与SaaS/云 - 新客户、扩展交易与续约 第二部分：财务条款 - 定价模型 - 定价组成部分 - 折扣政策 - 付款条款 第三部分：商业条款 - 同期交易 - 分期多年的交易 - 取消与替换交易 - 便利解除条款 - 服务级别协议 本课程包含高质量视频、理解检查的测验和用于验证您如何在假设场景中构建商业条款的作业，因此请准备好发挥创造力！
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.*************************By the end of this course, you will be able to:Analyze buyers' and sellers' motivationsRead financial & commercial deal termsNegotiate with the right talking pointsStructure creative deals to create win-win outcomes*************************My experiences include:10+ years of SaaS / software experience in Silicon ValleyWorked in sales operation, strategy, consulting and financeHands-on experience in organizations that sell and buy enterprise softwareTaught over 1,000+ students with my other online courses on SaaS and Cloud with high quality reviews*************************Who should take this course?Software / SaaS SellersAccount executive / sales engineerSales OperationDeal desk managementPricing strategy and operationSoftware buyers:ProcurementBusiness managersEngineering/operation leadersFinanceProduct Manager*************************Course OutlineSection 1: Building BlocksWho Are the Players?Buyer and Seller MotivationsBuyer and Seller ConstraintsProduct vs ServicesOn-premise vs SaaS / CloudNew vs Expand vs RenewalSection 2: Financial TermsPricing ModelPricing ComponentsDiscountingPayment TermsSection 3: Commercial TermsCo-term dealsRamp multi-year dealsCancel and Replace dealsTermination for ConvenienceService Level AgreementsThis 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*************************
