RESULTS
Anonymised engagements showing the commercial shift from reactive discounting to structured negotiation discipline.
Enterprise SaaS · $80M ARR
Expansion deals were closing at 60% of proposal value under procurement benchmarking.
Reframed the commercial position around business impact, set a defensible walkaway and replaced reactive discounting with sequenced give-get trades.
+31 pts value capture · 12 weeks. Procurement’s benchmark stopped being the anchor once the team made value and reciprocity the operating frame.
Mid-market SaaS · $25M ARR
The buyer demanded a flat renewal plus a 20% discount.
Built a capped-increase structure, made each movement conditional and equipped the account team with a finance-ready value-defence narrative.
Margin protected · 6 weeks. A renewal does not need to become a binary price fight when each concession has a cost and a return.
Growth SaaS · $12M ARR
The team was strong in velocity sales but had no enterprise-negotiation playbook.
Created the deal position, mapped stakeholders, rehearsed procurement pressure and coached the live negotiation through close.
First enterprise win · 8 weeks. Enterprise confidence came from a repeatable position and decision system, not improvisation in the room.
THE NEXT MOVE
Let’s pressure-test your live negotiations and build the discipline that holds your price.
Schedule a call