How sales and acquisitions teams will close deals in the next five years, and why the systems built to record deals have become the bottleneck to closing them.
For twenty years, rights and royalties SaaS has been built as a system of record, a place to log what already happened. Deals get done in spreadsheets, email threads, and Slack DMs. Structured data is entered into the platform weeks later, by someone other than the rep who closed it.
That gap is why seat usage stays flat across the industry, even at companies that pay full price for the platform. The dashboards are accurate. The system is just not where the work is.
The next decade is defined by tools where the deal itself gets done in the system. Avails generated on demand. Offers and counter offers built live. Royalty splits modeled in front of the client. Contracts assembled from configured rights instead of retyped from PDFs.
The panel shows this from both sides of the deal table. A distribution lead on seller side dysfunction. An acquisitions lead on buyer side dysfunction. Friction between the two sides is where most deals stall, which is why the paired view is the message.
Arjun moderates and sets the platform POV. Two named industry guests speak from inside the seller and buyer workflows. The dialogue is the format. No solo vendor pitch.
No friendly chat that does not move. Each segment carries one piece of evidence toward the thesis.
Arjun frames the seat usage problem. One data point on screen. The question every attendee already has, asked out loud.
How a deal actually closes in 2026. Where the platform shows up in the rep's day, and where it does not. Why avails accuracy and holdback visibility decide deal velocity.
Evaluating a deal blind. The gap between what is visible in the catalog system and what the team actually needs to know. Renewal forecasting and license tracking in the real world.
Three concrete shifts. Avails on demand. Offers and counter offers inside the platform. Royalty modeling in front of the client. Both guests pressure test which shifts are real and which are vendor hype.
Submitted via chat throughout the session. Arjun pre seeds two questions to bridge slow moments. Demo CTA in the final two minutes.
Industry data on inactive seats and the deal volume that flows around the system rather than through it. Useful in your next budget review.
Where the two sides disagree on what an avail is, what a holdback covers, and what renewal means. Most deals stall here.
How to tell a system of record from a system of work in a thirty minute demo. Five questions to ask any vendor on your shortlist.
Live on Thursday, June 25 at 11am NY · 5pm CET. Recording sent to registrants within 24 hours if you cannot attend live.
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