MOBILITY-AS-A-SERVICE (MAAS) OPPORTUNITY

FOR A LARGE AIRCRAFT MFGR

Some Deal Modeling Artifacts – March, 2017

Samuel A Saavedra
About this large Deal Modeling Presentation

• This presentation showcases my abilities as Deal

Manager and Pricing Architect
• As a Deal Manager I needed to make sure that
Legal, Billing, Operations, and Product were
behind this solution.
• As a Pricing Architect, I needed to ensure that
the Controller and CFO supported this deal
while structuring it in way that could overcome
the objections of a sophisticated procurement
team.

• Samuel A Saavedra
• Pricing Master,
• Contract Negotiator
• (mb) 404 450-2066
• samuelsaavedra565@outlook.com
• https://www.linkedin.com/in/SamuelSaavedra
 OVERVIEW OF A $45M USD MOBILITY-AS-A-
SERVICE (MAAS) OPPORTUNITY (WON)
• This was an opportunity where I was the lead pricing architect for a large
airplane OEM in Seattle.
• It involved all manner of devices, tablets, in-building wireless (small cell, WIFI,
etc), staging, kitting, accessories, IVR, professional services
• Like all enterprise deals, you begin by modeling inputs, determining costs,
and then move onto price strategy and contract negotiation strategy
• Ultimately $25M of In-Building Wireless components and $20+M of MAAS
services were needed.
• Samuel Saavedra – Pricing Architect / Negotiator
REVENUE – ARPU ON A $20M USD OPPTY
MAAS – SOME INITIAL INPUTS – LOTS OF DEVICE TYPES!
MAAS – REVENUE MODELS – BY SCENARIOS
MAAS – RESULTING P&L SCENARIOS (1 OF 2)
SUMMARY – ARPU ON A $21M USD OPPTY
Thank you! Please contact me with any questions.

• Samuel A Saavedra
• Pricing Master,
• Contract Negotiator
• (mb) 404 450-2066
• samuelsaavedra565@outlook.com
• https://samuelsaavedra.me