Enterprise deals are where pricing theory meets contract law. 40% of SaaS deals are now multi-year, discount committees are overruling sales reps, and every ambiguity in your contract becomes a negotiation lever at renewal.
This series covers the mechanics: committed spend structures, discount strategy, contract language that doesn't explode at renewal, and the hybrid models (subscription floor + usage overage) that enterprise buyers actually want to sign.
Read in order if you're building your contracting playbook from scratch. Jump to specific pieces if you're solving a known problem.
AI pricing disruption and billing infrastructure teardowns.