Negotiation of technology licensing with enterprise companies
Salesforce ISV and OEM negotiations
Due diligence for the cloud
Negotiation of software development and maintenance
Real estate acquisitions and sales
The core part of our tech licensing practice is supporting our Salesforce OEM or ISV clients with enterprise software licensing negotiations. We take the time to understand our clients’ technologies, build out due diligence checklists, and identify key legal and business issues before every negotiation or contract draft. Typical steps we follow to support client success on the Salesforce platform include the following:
- Understand a client’s software offering, business model, and vertical;
- Initiate/establish a relationship with the client’s designated Salesforce AE (Account Executive);
- Assist client in selecting either Salesforce ISV or OEM partnership path and explain business and legal implications of both;
- Negotiate and finalize the applicable Salesforce partner agreement on behalf of client with Salesforce;
- Create draft of client’s end user license agreement (EULA) with feedback from client’s business, security, and technical teams. The EULA will contain essential Salesforce pass-through terms, based on the Salesforce ISV or OEM negotiation. Draft security, privacy, and service level exhibits, as needed;
- Present overview of EULA and accompanying exhibits to client’s executive, sales, and support teams; and
- Provide client’s sales team with legal support of EULA and lead negotiations with client’s prospective enterprise customers.
We have successfully closed hundreds of Salesforce enterprise licenses and work closely with CEOs, COOs, corporate GCs, and sales teams to close complex Salesforce licensing deals effectively and efficiently.
Deep industry knowledge
Bedrock’s lawyers have successfully represented clients in hundreds of complex tech licensing negotiations with global enterprise companies. These complex negotiations often involve coordinating and negotiating with various departmental enterprise stakeholders such as legal, product procurement, security, privacy, and business continuity. Negotiations of this type require deep industry knowledge that is developed through a combination of deal flow, best practices, and staying abreast of the changing legal landscape.
Bedrock clients typically offer their SaaS, software, and hardware technologies as direct-to-consumer or direct-to-enterprise solutions or through Google, Microsoft, or Salesforce OEM or ISVForce partnerships. Each of these channels require a deep understanding of the competitive tech landscape and the platform rules that govern the transaction. We work hard to provide our clients with a solid understanding of both so that they can focus on product development, execution, and sales.
At Bedrock, our clients have access to efficient legal document automation tools. Bedrock’s Principal Attorney, Leila Banijamali, launched Startup Documents in 2014 to automate the company formation and legal document process. In addition, we draw on our personal experiences as tech founders and board advisors as well as our vast network to support our clients’ successes.
Startup Documents was launched in 2014 to automate the company formation and legal document process for a variety of different startup ventures and has helped thousands of founders to successfully launch their companies and generate core legal documents, while saving significant legal costs. We’re very proud of our involvement with this site and encourage our clients and those in the startup community to use it on a regular basis.