Deal Geometry
Your deal did not get stuck in legal. It arrived there unfinished.
We identify the commercial decisions, negotiation patterns, and sales-to-legal handoff issues causing enterprise software deals to stall after the buyer has already said yes.
For B2B software and technology companies moving complex deals through procurement, finance, security, implementation, and legal.
Deal path
Intervention point
- 1Commercial Yes
Buyer agrees to move forward
- 2Deal Structure
Decisions made before paper
Commercial Deal Architecture
- 3Internal Approval
Owners, limits, exceptions
- 4Legal Review
Risk, not repair
- 5Signed Revenue
Signature and handoff
Where it shows up
Legal review is where unfinished commercial decisions become visible.
Deals routinely reach legal with open questions the business never settled.
By the time legal receives the deal, buyer expectations may already be fixed, commercial promises may be undocumented, and the sales team may be treating every correction as a concession.
- Payment timing
- Pilot and proof-of-concept structure
- Implementation obligations
- Renewal mechanics
- Usage rights and limits
- Service levels
- Credits and remedies
- Termination rights
- Approval ownership
- Special promises made during the sales process
Commercial Deal Architecture
Build the deal before negotiation begins.
A practical process for examining real transactions, separating commercial decisions from true legal issues, and installing repeatable structures that help teams move from commercial agreement to signed revenue.
- 1Review actual stalled, lost, and heavily negotiated deals
- 2Identify recurring commercial decisions that reach legal unresolved
- 3Separate business choices from true legal issues
- 4Create pre-approved structures and reciprocal trades
- 5Assign decision rights and escalation paths
- 6Embed the rules into the sales-to-signature workflow
Deal Geometry Diagnostic
Find the recurring decisions slowing every deal.
In 7–10 business days, the Deal Geometry Diagnostic examines a defined sample of recent transactions and shows what structure is costing you in time, margin, and momentum.
You receive:
Deal Friction Map
Where delay, rework, and escalation enter the process.
Concession Leakage Matrix
What the company gives away, when, and why.
Commercial Decision Inventory
Recurring choices currently reaching legal unresolved.
Decision Rights Map
Who can approve what, and within which boundaries.
Deal Structure Opportunity Menu
Alternatives to straight discounting.
Prioritized 90-Day Implementation Plan
The order to install the rules that matter most.
The diagnostic stands alone. You receive useful operating recommendations whether or not you proceed with the full implementation.
We will confirm the required deal sample, data, and interviews before the engagement begins. No new software implementation is required for the diagnostic.
Next step, not the starting point
Turn the findings into a repeatable deal operating system.
If you choose to continue, Deal Geometry installs the structures and rules that align Sales, RevOps, Finance, and Legal.
This does not replace legal. It reduces avoidable problems before legal has to solve them.
- Pre-approved commercial structures
- Give/get negotiation rules
- Approval thresholds
- Exception escalation paths
- Sales-to-legal handoff protocols
- Standard structures for pilots, ramps, payment terms, renewals, and exceptions
- Sales and RevOps training
Background
Built from 25 years of transaction experience.
For 25 years, I negotiated software licensing, distribution, and platform transactions. I learned that most deals do not stall because of one impossible term. They stall because the structure was never designed before negotiation began.
Fit
This is for you if:
- Sales says legal is slowing everything down
- Legal receives incomplete or unrealistic deal requests
- Reps discount before exploring structure
- Complex deals lack consistent approval rules
- Similar deals take dramatically different amounts of time
- Deals are commercially agreed but repeatedly stall before signature
Book the Deal Geometry Diagnostic
Find the structural issues slowing your deals.
Get a clear view of where deals stall, what concessions are leaking, and which commercial rules to install first.