Negotiating a SaaS Enterprise Deal with a Fortune 500 Manufacturer
Overview
What this challenge is about.
Negotiating a SaaS Enterprise Deal with a Fortune 500 Manufacturer. Expert-level challenge in strategy. Developing strategies for real business problems, ear...
The Brief
What you'll do, and what you'll demonstrate.
How can a small SaaS company close a profitable enterprise contract with a far larger client while controlling the risk introduced by aggressive discounting demands and custom legal and service terms?
This is not a case study exercise. It is the work a consultant does when a client needs a recommendation backed by evidence. That distinction matters to every hiring manager who has seen candidates recite Porter's Five Forces and none who have built a recommendation a client would actually pay for.
When you finish, you will have something most graduates do not: a real-world deliverable, verified by Ewance, that you can show to a hiring manager and say "I did this. Here is the proof."
Earning criteria — what you'll demonstrate
- Translate cost, pricing, and margin data into defensible negotiation anchors and a quantified walk-away point.
- Apply value-based pricing to justify price in the face of pure cost-cutting pressure from procurement.
- Manage concession trades so that giving on one term is recovered on another without breaching margin or risk limits.
- Reflect critically on negotiation performance and tie outcomes back to preparation quality.
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Aligned coursework coming soon.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
- Enterprise Sales
Apply enterprise sales to solve real industry problems and demonstrate production-level capability.
- Procurement Negotiation
Apply procurement negotiation to solve real industry problems and demonstrate production-level capability.
- Contract Negotiation
Apply contract negotiation to solve real industry problems and demonstrate production-level capability.
- Stakeholder Management
Navigate competing priorities and communicate clearly with decision-makers.
- Value Based Pricing
Apply value based pricing to solve real industry problems and demonstrate production-level capability.
Careers
Career paths this challenge builds toward
Completing this challenge demonstrates skills that transfer directly to these roles:
Enterprise Account Executive
Closing a high-stakes enterprise contract under procurement pressure is the core daily work of an enterprise account executive, who must defend value, hold price, and manage many stakeholders to land large multi-year deals.
This challenge sharpens
- enterprise-sales
- value-based-pricing
- stakeholder-management
Strategic Sourcing / Procurement Manager
Sitting on the other side of this table, a sourcing manager negotiates contracts and terms with vendors; understanding how sellers anchor and trade concessions sharpens the buyer's own leverage and risk control.
This challenge sharpens
- procurement-negotiation
- contract-negotiation
- stakeholder-management
Deal Desk / Sales Operations Lead
A deal desk lead structures pricing, approves discounts, and shapes contract terms so reps can close profitably; this challenge exercises exactly that blend of pricing discipline and contract judgment on a live deal.
This challenge sharpens
- contract-negotiation
- value-based-pricing
- enterprise-sales