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The intelligence kit

Scope package

Red lines, exclusions, change-order zones

Intelligence packageRisk 84

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Scope packageRed lines, exclusions, change-order zonesInterrogation kitRisk-weighted questions for the meetingArchitecture mapDecisions, trade-offs, lock-inSession modeRun the kit live, flag answersScope-drift sentinelCatch what changed between versionsNegotiation playbookLeverage map + Word redline

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The buyer's playbook

Free guides for running a vendor evaluation that protects the deal.

1Before you sign the SOW
2Reading the change-order trap
3What 'best practice' really costs

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GuidesPlaybooks for running a disciplined evaluationFrameworksThe methods behind disciplined buyingGlossaryThe terms that decide tech dealsTCO calculatorModel the true cost before you sign

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Buyer-side deal intelligence. Scope before vendors, interrogate after. Agents that work every deal from $5K to $5M+.

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Glossary

Definition

Service credits

Service credits are pre-agreed refunds a vendor owes when it misses a service level agreement, usually as a percentage of fees.

Service credits are rarely a real remedy: a few percent of monthly fees won't cover the business impact of a serious outage, and they often require you to claim them. Treat them as a signal of the vendor's confidence, not as insurance.

Go deeperHow to negotiate a SaaS contract from a position of strength

Related terms

Per-seat pricingUsage-based pricingRenewal upliftAnnual contract value (ACV)
← PreviousOrder formNext →Per-seat pricing
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