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Case study: General counsel for a SaaS founder scaling from pilot to enterprise

Case study: General counsel for a SaaS founder scaling from pilot to enterprise

A B2B SaaS startup moved from pilot contracts to enterprise deals with data-rich workflows across sectors.

Challenge: Fragmented agreements, inconsistent clauses, unclear liability caps, and pressure to “sign now.”

Approach:

  • Contract playbook: Built standard MSAs, SOWs, and SLAs with negotiable tiers (security, uptime, support).
  • Risk parameters: Set non-negotiables such as IP ownership, liability caps, indemnities, termination triggers, and data residency.

Outcome:

  • Velocity with guardrails: Average time-to-close reduced; fewer renegotiations post-signature.
  • Risk containment: Standard caps and indemnities held across enterprise clients.

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