The Pitfalls of Enterprise Deal Structures

On-Demand Right Now Your Desk!

View Recording

Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions.

Session highlights include:

  • Decision criteria for when to enter an Unlimited License Agreement (ULA)
  • Real client examples of overspending due to ramp and tier-based spending models
  • Common gotchas when exiting a ULA
  • How to avoid "analysis paralysis" and move on with "good-enough" demand forecasts


speaker picture

Rachel Annello

Analyst II

Rachel joined ClearEdge in 2016 to focus on software suppliers, including Salesforce, IBM and Red Hat. She is a subject matter expert on CRM solutions from Salesforce, Microsoft, Oracle and Pegasystems, and provides insight into pricing practices and contracts in these complex software solution sales. Prior to ClearEdge, Rachel worked as a pension analyst at Mercer, where she performed pension benefit calculations, and analyzed and tested system configurations against client customized requirements. Rachel graduated from Bentley University with a B.S. in Mathematics, and minored in Psychology and Business Studies.