Deal & Deal-Breaker Triage
Find where margin is actually at risk before the buyer sets the frame.
MARGIN DEFENCE FOR REVENUE LEADERS
Trade, never give.
Hold your price.
Procurement is armed with AI benchmarking and a mandate to compress your margin. Negotiation Mechanics builds the concession discipline and give-get frameworks that protect price — and beat the ‘AI-tax’ on your renewals.
For SaaS & enterprise revenue teams from $10M to $300M ARR.
12–16%+typical SaaS renewal increase
20–37%‘AI uplift’ now added to quotes
~46%of SaaS licences sit as shelfware
30+years of deal advisory
Sources: Zylo, industry pricing reports (2025–2026).
THE PRESSURE
Your price is under attack from every side.
- ×Procurement benchmarking your quote with AI and TCO models
- ×Reps panic-discounting the moment a buyer pushes back
- ×Renewals creeping up 12–16%+ and buyers arming for pre-renewal audits
- ×Unilateral concessions given away with nothing traded back
- ×Value that’s obvious to you but invisible to the buyer’s finance team
These aren’t discounting problems. They’re negotiation-discipline problems — and they’re fixable.
PROPOSAL VALUEEARLY DISCOUNTPROCUREMENTCONCESSIONS
THE NEGOTIATION OPERATING SYSTEM
A repeatable system for holding price.
Position & NBA Build
Define your walkaway, leverage and winning position before pressure arrives.
Give-Get Playbooks
Trade, never give — structured concession frameworks with reciprocal value.
Procurement & Renewal Prep
Capped-increase strategy, a value-defence narrative and the five-second pause.
Live Deal Coaching + Analytics
Real-time coaching with reporting on discount depth, win rate, ACV and margin held.
RESULTS
Results that protect margin.
Enterprise SaaS · $80M ARR
The expansion play
Expansion deals were closing at 60% of proposal value under procurement benchmarking.
60%BEFORE · value capture
→91%AFTER · value capture
+31 pts value capture12 weeks
Mid-market SaaS · $25M ARR
Beating the renewal squeeze
The buyer demanded a flat renewal plus a 20% discount.
–12%BEFORE · margin at risk
→+9%AFTER · net uplift held
Margin protected6 weeks
Growth SaaS · $12M ARR
The first enterprise negotiation
The team was strong in velocity sales but had no enterprise-negotiation playbook.
NoneBEFORE · negotiation framework
→$620KAFTER · ACV at full price
First enterprise win8 weeks
DEAN KELLY
Built by a deal mechanic. Refined over 30 years.
Thirty years in complex B2B sales across telecommunications, finance, retail, transport, technology and government, across APAC and around the world — including five years as a contracted deal coach and seller-enablement lead for a global technology company across the USA, EMEA and APJ.
“The moment you give a concession without trading for something, you’ve taught the buyer to keep pushing.”
No subcontractors, no junior analysts — when you engage us, you get Dean.
DEAN KELLYFOUNDER & DEAL MECHANIC
FREE PLAYBOOK
The Trade-Never-Give Playbook
A give-get framework for procurement pressure.
- The give-get ratio that stops unilateral discounting
- How to run the five-second pause
- Capped-increase clauses for renewals
- A value-defence script your team can use this week
Plus Dean’s monthly negotiation briefing. Unsubscribe anytime.
THE NEXT MOVE
Your margin is decided at the negotiating table.
Let’s pressure-test your live negotiations and build the discipline that holds your price.
Schedule a call