Building Growth into Subscription Agreements

June 10, 2021 1pm EST | 10am PST Your Desk!

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As subscription agreements become the norm, our clients continue to execute more and more term-based, multi-year agreements with their most strategic suppliers. With this shift, we continue to observe 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. We will also use a simple checklist to help buyers build a plan for maximizing the value in their deal by positioning these deal structures at the right times in their negotiations.

Key Learning Objectives:

  • A checklist for evaluating your deal structure
  • 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


Rachel Annello

Senior Analyst

Rachel joined ClearEdge in 2016 to focus on software suppliers, including Salesforce, IBM, Red Hat, Tableau and ServiceNow. She is a subject matter expert on CRM solutions, 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.

Matt Gowing

Analyst II

Matt arrived at ClearEdge in 2019 and developed an expertise on software deal engagements, with a focus on Microsoft, Salesforce, and Tableau. He previously worked in Wealth Management at Merrill Lynch and Skyeburst Wealth Management. He graduated with honors from Bentley University with a degree in Finance.