Price Realization

Articles and presentations that address how software vendors can better manage negotiated discounts, and how they can be more effective in negotiating deals.

Strategic Discounting

Materials focused on better management of negotiated discounts, by viewing them as investments in future business.

• How to Beat the Discount Heat - article by Bruce Hadley appearing in SoftwareCEO
• Manage Negotiated Discounts to Increase Revenues and Profitability - white paper
• A Case for Discount Discipline - article by Software Pricing Partners appearing in Harvard Business Review
• Discount Containment: Key to Increasing Revenues and Improving Margins - 30 slides presented to Massachusetts CPA Society

Negotiation Tactics

Presentations that provide advice in negotiating large software deals.

• Doing the Big Deals - 36 slides presented at the Selling Hi Tech seminar sponsored by Smaller Business Assn. of New England
• Licensing + Payment Options = Better Deals - 30 slides that address the role licensing and payment options can play in negotiations
• How to Structure the Big Deal and Avoid Seller's Remorse - 36 slides presented at Software2008

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