Presentation
Negotiating a SaaS Enterprise Deal with a Fortune 500 Company
Overview
What this challenge is about.
Your task is to prepare and execute a negotiation with the client's procurement team. You will be given a case packet with CloudFlow's pricing, costs, and strategic goals, as well as the client's known demands. You must develop a negotiation strategy, conduct a mock negotiation (recorded), and submit a post-negotiation analysis. Success means achieving a contract value of at least €150K annual recurring revenue (ARR) with acceptable terms on payment and liability.
The Brief
What you'll do, and what you'll demonstrate.
How can CloudFlow negotiate a profitable enterprise contract with a Fortune 500 client while managing the risks of custom terms and aggressive procurement tactics?
Earning criteria — what you'll demonstrate
- Apply distributive and integrative tactics in a high-stakes enterprise negotiation
- Manage multiple stakeholders (procurement, legal, IT) and their conflicting interests
- Structure a deal that balances price, scope, and risk allocation
- Analyze negotiation outcomes and derive lessons for future deals
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.