Building off of sessions from the general Summit track including Leverage Management 101, SaaS Buying Trends, and supplier briefings on Salesforce, ServiceNow, and more, the Bootcamp is designed to take a deeper dive into the specifics of your deal. Focus areas include:
Establishing your deal objective and defining the stakeholder team
Assessing your current leverage position
Inspecting your contract (past or proposed) for risk
Reviewing potential challenges and key decisions as you build a demand model
Action planning to amplify your strengths and mitigate areas of concern in your deal plan
Developing a messaging plan founded on your sources of leverage
Wednesday, May 6
Welcome & Introduction
Setting the stage for the next 24 hours, introducing participants and coaches.
Deal Objective & Stakeholder Alignment Workshop
Documenting the goals of your deal and the teams you'll need to align before and during deal execution.
Leverage Assessment Workshop
Score your deal against the 9 key capabilities for maintaining leverage.
Inspecting SaaS Contracts for Risk
Providing a framework for contract risk assessment across all SaaS Deals
Contracts Risk Assessment Workshop
Dig into your contract, coached by an Analyst with experience in hidden traps, and what to look for your specific vendor.
Thursday, May 7
SaaS Demand Planning
Providing a framework for key demand planning considerations in a SaaS deal.
Demand Planning Workshop
Build an action plan to guide you as you build out a conservative, un-biased demand plan for your deal. Coached by an Analyst, you will discuss how to use growth to your advantage and potential scenarios for your model.
Deal Plan Development Workshop
Review your deal plan and leverage assessment with an analyst as you build an action plan to mitigate potential weaknesses and execute against a best practices model.
Effective Messaging for SaaS Deals
Providing a framework for evaluating you messaging plan. What motivates SaaS sales teams? How do we highlight our potential sources of leverage?
Work with your analyst coach to build an effective messaging plan based on the realities of your deal.