The rule
Every give has a named get, written on the approval. If Sales cannot name the get, the request goes back with a suggested one.
| Sales asks for | I ask for in return | Why it works |
|---|---|---|
| Discount above segment median | Longer term (24–36 mo) | Locks the rate, raises TCV |
| Extended payment terms (net-60/90) | Annual prepay on year 1, or remove the discount | Cash timing is a real cost |
| Price protection / renewal cap | Multi-year term, or auto-renew with 60-day notice | Protects our renewal too |
| Non-standard termination for convenience | Fee equal to the remaining year, or a 12-month lockout | Keeps the commit real |
| Free months / pilot | Signed order form with the full term; free months at the front | Converts a pilot into a booking |
| Marketplace private offer (AWS / Azure / GCP) | Customer covers the marketplace fee, or list price with burn-down | The fee is 3–5%; someone pays it |
Example
Brightwater Logistics is a portfolio company of Harborline Capital Partners, which has a 28% sponsor rate on file through another portco, Ridgeway Haulage. Brightwater’s AE, Maya Chen, wanted to pass the sponsor rate through.
The get: Brightwater signs under the Harborline MSA (no new legal review, no new terms) and co-terms with Ridgeway’s renewal date.
What that bought: two weeks of legal review saved, and a sponsor renewal that now covers two companies instead of one.