The Deal Room

The Deal Room

Every issue is a real negotiation, a real structure, a real moment where someone made a decision that moved (or killed) the deal

3/ how to raise prices without losing the base

Jul 1, 2026

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6 min read

3/ how to raise prices without losing the base

Everyone braces for churn. Raise by value and impact, and the churn doesn't show up.

Farhan Manjiyani
Farhan Manjiyani
2/ cost of concessions

Jun 19, 2026

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5 min read

2/ cost of concessions

The discount you give once to close a deal isn't a one-time cost — it's revenue leakage you'll pay every renewal after. This isn't an argument against discounting. It's an argument for doing it on purpose.

Farhan Manjiyani
Farhan Manjiyani
1/ fair use policy

Jun 1, 2026

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3 min read

1/ fair use policy

Every software CFO right now has two priorities that directly contradict each other. Cut software costs. Increase AI usage. Fair use is how you hold both.

Farhan Manjiyani
Farhan Manjiyani