Hi James, My advice is to approach with extreme caution. Do you have the funds to have a lawyer go through it for you to adequately assess the risk (spoiler alert, probably not)? After they do if it is not fair will they negotiate anyway? When you say ‘ready to sign’, does that mean they’ve signed something subject to this contract detail?
Basically those shenanigans are why many SaaS companies focus on many small-medium customers rather than a few big ones. But I agree with Matt, it depends how much the deal means to your business and whether you have the resources to evaluate the risk versus reward. Kind Regards, Andrew Walker Founder & CEO | Fleet Engineering +61 466 601 706 | and...@fleeteng.com.au<mailto:and...@fleeteng.com.au> | www.fleeteng.com.au<http://www.fleeteng.com.au> [cid:image001.png@01D1AB89.14AFCD70] This message contains confidential information. It is intended only for the individual named. If you are not the named addressee, then you should not disseminate, distribute or copy this email. If you have received this email by mistake, then: - please notify the sender immediately; and - delete this email from your system. Email transmission cannot be guaranteed to be secure or error-free as information could be intercepted, corrupted, lost, destroyed, arrive late or incomplete, or contain viruses. The sender therefore does not accept liability: - for any errors or omissions in the contents of this message or attached documents; or - for any damage suffered by your computer system caused by any errors or viruses contained in the email message or any attached documents. On 8 Sep 2016, at 12:13 PM, innotect...@gmail.com<mailto:innotect...@gmail.com> wrote: Hi James, I have been on both sides of the fence. And there is no standard answer here. If the procurement dept of large buyers (rather than a line manager with a credit card) is involved then you will get hit with their standard terms and conditions - which should often be understood as the first stage in a negotiation rather than the final word on the matter. If you are willing to walk away from this, say why their requirements make this unprofitable for you AND someone there with clout really wants your software then they might move. It comes down to how much this customer's business means to you. And how much you mean to them. The other thing is that while large enterprises have complex contract requirements, they don't have the same complex requirements. So it's not like you can scale off the back of this. Regards, Matt Moore +61 423 784 504 Sent from my iPhone On Sep 8, 2016, at 12:58 PM, James Peter <zemaj....@gmail.com<mailto:zemaj....@gmail.com>> wrote: I was wondering if anyone has experience running a small business selling to Enterprise customers. I run a small Australian based SAAS company. Most of my customers are other SMBs with a handful of larger companies. There's one large US-based company that I've been trying to sell to for the past 6 months. They are ready to sign up by were not happy with our standard terms (which are basically use at your own risk). They've sent over their own contract which shifts all the liability onto our company and requires a whole bunch of things like complex audits and high levels of insurance which we don't currently have. It looks like the cost of implementing their requirements would be significantly greater than the revenue from the contract. Has anyone experienced a situation like this and if so, how did you deal with it? Do you just require all customers to sign up using standard terms or should I expect this from most Enterprise customers? Cheers, James -- -- You received this message because you are subscribed to the Silicon Beach Australia mailing list. Vist http://siliconbeachaustralia.org<http://siliconbeachaustralia.org/> for more Forum rules 1) No lurkers! It is expected that you introduce yourself. 2) No jobs postings. 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For more options, visit https://groups.google.com/d/optout. -- -- You received this message because you are subscribed to the Silicon Beach Australia mailing list. Vist http://siliconbeachaustralia.org for more Forum rules 1) No lurkers! It is expected that you introduce yourself. 2) No jobs postings. You can use http://siliconbeachaustralia.org/jobs To post to this group, send email to silicon-beach-australia@googlegroups.com To unsubscribe from this group, send email to silicon-beach-australia+unsubscr...@googlegroups.com For more options, visit this group at http://groups.google.com/group/silicon-beach-australia?hl=en?hl=en --- You received this message because you are subscribed to the Google Groups "Silicon Beach Australia" group. To unsubscribe from this group and stop receiving emails from it, send an email to silicon-beach-australia+unsubscr...@googlegroups.com. For more options, visit https://groups.google.com/d/optout.
