Enterprise deals
How one large customer buys on its own terms: a private Offer, a Quote with an accept link, a signed Agreement and invoices with purchase order numbers.
An enterprise deal is a private Offer for one buyer, sent as a Quote. When the buyer accepts, the Agreement, the Subscription and every invoice follow from the same terms.
The path
| Step | What happens | Call |
|---|---|---|
| 1. Offer it | A private Offer at the agreed price, visible only to the buyer | Offer.create with privateTo |
| 2. Quote it | Lines, a valid-until date and payment terms, frozen when sent | Quote.create, then Quote.send |
| 3. Accept it | The buyer accepts from its link; recurring lines become a Subscription | Quote.accept |
| 4. Sign it | The order form, signed by the Contracts Manager within its signing Limit | Agreement.sign |
| 5. Get paid | Yearly or quarterly invoices, due net 30, with the buyer's purchase order number | Invoicing |
Your agent drafts every step. A Quote above the Contracts Manager's Limit waits for your Approval before it is sent.
What enterprise buyers ask for
| They ask for | Where it lives |
|---|---|
| Single sign-on and directory sync | An SSO Connection and a Member Directory on their Tenant |
| An uptime promise with credits | The Offer's uptime: API plans, limits and uptime |
| Paying by invoice | The Quote's paymentTerms: collection:, terms: and the purchase order |
| A price locked for the term | The Quote's term; renewals keep the accepted price until you give notice |
| A security review | Your trust page and its documents: answering a security review |
| Their own contract paper | A redline the Contracts Manager answers from your fixed concession list |
Most of these ship on every plan already. What makes a deal enterprise is the paper, not the product.
Price it high, and in writing
Set the private plan at what it is worth to the buyer, not at a multiple of pro. Leaseline charges a 4,000-unit property manager $24,000 a year, because one missed renewal costs that manager more.
Put every concession in the Quote's concessions, drawn from a fixed list such as annual prepay or a 60-day exit. A concession that exists only in an email becomes a dispute at renewal.
When it starts
Leave enterprise until a buyer asks. A Quote request wakes this path: until then, self-serve plans and a public pricing page win more customers per hour of your time.
Next
- Make a custom plan for one customer: the ask.
- Quotes and Agreements: what runs underneath.
- Selling where a marketplace bills: the same deal through a cloud marketplace's private offer.