{"id":6794,"date":"2021-03-17T20:20:44","date_gmt":"2021-03-17T19:20:44","guid":{"rendered":"https:\/\/www.sharpcookie.se\/?post_type=product&#038;p=6794"},"modified":"2026-09-18T09:42:27","modified_gmt":"2026-09-18T07:42:27","slug":"saas-agreements","status":"publish","type":"product","link":"https:\/\/www.sharpcookie.se\/en\/service\/saas-agreements\/","title":{"rendered":"SaaS Agreements \u2013 Review, Terms &#038; Negotiation"},"content":{"rendered":"<p>We help SaaS vendors and buyers <strong>draft, review and negotiate SaaS agreements<\/strong> that fit the service, the business model and the actual risk profile.<\/p>\n<p>For vendors, this often means creating SaaS terms that work commercially \u2014 even when larger customers begin to impose requirements relating to liability, service levels, information security, personal data, intellectual property and regulatory compliance.<\/p>\n<p>For buyers, it means understanding which risks actually need to be addressed in the agreement, which requirements are reasonable for the service in question and where there is a real reason to negotiate.<\/p>\n<p>Sharp Cookie Advisors works with <strong>SaaS, software, cloud services and other technology deliveries<\/strong> for corporate customers, the public sector and regulated businesses. We assist with everything from standardised SaaS terms and terms of use to individually negotiated enterprise agreements.<\/p>\n<h2>What is a SaaS agreement?<\/h2>\n<p>Software-as-a-Service, SaaS, normally means that the customer is given access to a software service that the vendor operates and makes available on an ongoing basis, often against a subscription fee or other recurring payment.<\/p>\n<p>A SaaS agreement therefore needs to regulate more than a traditional right to use software.<\/p>\n<p>The agreement should, among other things, reflect:<\/p>\n<ul>\n<li>how the service is provided,<\/li>\n<li>what the customer may use the service for,<\/li>\n<li>subscription, pricing and payment model,<\/li>\n<li>service levels and support,<\/li>\n<li>information security and personal data,<\/li>\n<li>customer data and intellectual property rights,<\/li>\n<li>liability and limitations of liability,<\/li>\n<li>changes to the service,<\/li>\n<li>term and termination, and<\/li>\n<li>what happens to the customer\u2019s data when the agreement ends.<\/li>\n<\/ul>\n<p>How the agreement should be structured depends on the product, the customer type and how the SaaS service is actually sold.<\/p>\n<p>A standardised online offering to a large number of smaller business customers does not need the same contractual structure as a business-critical SaaS service that is negotiated with a bank, region or international group.<\/p>\n<h2>When should you review your SaaS agreement?<\/h2>\n<p>A SaaS agreement is often drafted when the product is launched and then remains in place while the service, customer base and business model evolve.<\/p>\n<p>It is therefore common for the agreement to need review when:<\/p>\n<ul>\n<li>a new SaaS service is being launched,<\/li>\n<li>existing SaaS terms no longer reflect the product,<\/li>\n<li>the company moves from smaller customers to enterprise sales,<\/li>\n<li>larger customers begin to require their own contractual terms,<\/li>\n<li>the sales organisation repeatedly gets stuck on the same contractual issues,<\/li>\n<li>the service starts being sold to the public sector or regulated businesses,<\/li>\n<li>new markets or customer segments create new requirements,<\/li>\n<li>the pricing model or packaging changes,<\/li>\n<li>new subcontractors or cloud services are used,<\/li>\n<li>AI functionality is added to the product, or<\/li>\n<li>the use of customer data changes.<\/li>\n<\/ul>\n<p>In those situations, it is not always enough to add another clause. Sometimes the <strong>contract structure and the vendor\u2019s standard position<\/strong> need to be reviewed.<\/p>\n<h2>Different types of SaaS agreements<\/h2>\n<p>SaaS agreements can be structured in different ways depending on how the service is sold.<\/p>\n<h3>Negotiated B2B SaaS agreements<\/h3>\n<p>For larger business transactions, the SaaS agreement is often negotiated individually.<\/p>\n<p>The customer may use the vendor\u2019s agreement as a starting point or require the vendor to accept the customer\u2019s own procurement terms, security schedules, data protection terms and other documents.<\/p>\n<p>The larger or more business-critical the transaction, the more important it becomes to understand the overall risk position \u2014 not just the wording of an individual clause.<\/p>\n<h3>Standardised SaaS agreements for businesses<\/h3>\n<p>A vendor with many customers often needs standardised B2B terms that the customer accepts without extensive individual negotiation.<\/p>\n<p>The challenge is to create terms that provide reasonable legal protection without making the offering unnecessarily difficult to buy.<\/p>\n<h3>Terms of use and end-user terms<\/h3>\n<p>Some SaaS services also need terms of use or Terms of Service that regulate how individual users may use the service.<\/p>\n<p>These may cover, among other things, accounts, permissions, permitted use, security, content and measures taken in cases of misuse of the service.<\/p>\n<h2>What should a SaaS agreement regulate?<\/h2>\n<p>There is no contractual template that fits every SaaS service. However, a number of issues recur.<\/p>\n<p><strong>The service and the right of use<\/strong><\/p>\n<p>The agreement needs to define which service the customer receives access to, which users are covered and how the service may be used. For a standardised SaaS product, it is particularly important that the agreement does not simultaneously create customer-specific obligations that the product or organisation is not built to deliver.<\/p>\n<p><strong>Pricing, subscription and changes<\/strong><\/p>\n<p>The contractual structure should fit the business model. This may involve fixed subscriptions, per-user pricing, usage-based pricing, different product tiers, add-on services or other models. The terms also need to address matters such as price changes, renewal and changes to the service.<\/p>\n<p><strong>SLA, availability and support<\/strong><\/p>\n<p>A Service Level Agreement, SLA, may regulate availability, support, incident handling, response times and service credits. The obligations should correspond to the service that is actually delivered.<\/p>\n<p>A common issue in larger customer transactions is that the customer seeks to impose service levels or remedies originating from another type of IT delivery and which do not fit a standardised SaaS service.<\/p>\n<p><strong>Liability and limitations of liability<\/strong><\/p>\n<p>Liability is often a central issue in SaaS negotiations. It is rarely sufficient simply to discuss the level of a general liability cap. Exceptions to the liability cap, indemnities, SLA remedies and other separate payment obligations can together create a significantly larger exposure.<\/p>\n<p>We help clients assess the overall allocation of risk and put it in relation to the service and the value of the transaction.<\/p>\n<p><strong>Information security<\/strong><\/p>\n<p>Enterprise customers and regulated organisations often impose detailed information security requirements. These may concern, for example, incident handling, encryption, access controls, logging, audits, business continuity and subcontractors.<\/p>\n<p>Contractual commitments should be anchored in the actual technical solution and the organisation\u2019s security practices. A legal commitment that the business cannot fulfil is rarely a good solution.<\/p>\n<p><strong>Personal data and DPA<\/strong><\/p>\n<p>Where the SaaS vendor processes personal data on behalf of the customer, a data processing agreement, DPA, is normally required. At the same time, it is important that the main agreement, DPA, security schedules and the vendor\u2019s actual processing of data fit together.<\/p>\n<p>For more complex services, roles, international data transfers, subprocessors and special categories of personal data may also need to be analysed.<\/p>\n<p><strong>IP, software and customer data<\/strong><\/p>\n<p>The SaaS agreement needs to distinguish between rights in the service itself and rights in the customer\u2019s data and materials.<\/p>\n<p>Questions may arise, for example, in relation to:<\/p>\n<ul>\n<li>the vendor\u2019s software and underlying technology,<\/li>\n<li>APIs and integrations,<\/li>\n<li>the customer\u2019s materials and configurations,<\/li>\n<li>feedback and product improvements,<\/li>\n<li>aggregated or anonymised data, and<\/li>\n<li>data generated through use of the service.<\/li>\n<\/ul>\n<p><strong>AI functionality and use of data<\/strong><\/p>\n<p>When a SaaS product includes AI functionality, the existing contractual model may need to change. Issues may arise, for example, regarding customer data and prompts, use of external AI models, rights in output, permitted use, human review and liability for automated results.<\/p>\n<p>The terms need to reflect <strong>how the AI functionality actually works<\/strong>, not merely include a generic AI clause, see our tailored <a href=\"https:\/\/www.sharpcookie.se\/en\/service\/ai-enabled-saas-legal-advise\/\" target=\"_blank\" rel=\"noopener\">services for AI functionality.<\/a><\/p>\n<p><strong>Term, termination and exit<\/strong><\/p>\n<p>SaaS agreements also need to address what happens when the relationship ends. For the customer, the ability to retrieve data or migrate to another service may be central. For the vendor, the obligations need to be deliverable and proportionate to the service and the customer relationship.<\/p>\n<h1>SaaS agreements for vendors<\/h1>\n<p>For a SaaS vendor, the customer agreement is part of the business model itself. A legally very cautious agreement can still be a poor commercial agreement if it creates unnecessary friction in every sale. The objective is therefore not to maximise the vendor\u2019s protection in every individual clause.<\/p>\n<p>The objective is to create a <strong>sustainable standard position<\/strong> that works for the product and customer base while also providing a clear framework for the issues that need to be negotiated in larger transactions.<\/p>\n<p>We assist vendors with, among other things:<\/p>\n<ul>\n<li>new SaaS agreements and SaaS terms,<\/li>\n<li>review and improvement of existing contractual structures,<\/li>\n<li>terms of use and Terms of Service,<\/li>\n<li>SLA and support terms,<\/li>\n<li>data processing agreements,<\/li>\n<li>information security schedules,<\/li>\n<li>AI-related terms,<\/li>\n<li>order forms and commercial schedules,<\/li>\n<li>enterprise agreements, and<\/li>\n<li>negotiation of customers\u2019 own contractual proposals.<\/li>\n<\/ul>\n<p>A more mature SaaS company may also need to establish internal <strong>fallback positions<\/strong>: which customer requirements the sales team may accept, which require legal review and which should be escalated to management.<\/p>\n<h2>The agreement must work in the sales process<\/h2>\n<p>When SaaS companies begin selling to larger customers, the contractual process often changes. The customer may request extensive changes to the vendor\u2019s standard terms or present an entirely separate contract package. The question is then no longer simply:<\/p>\n<p><strong>Is the clause legally acceptable?<\/strong><\/p>\n<p>The more relevant questions may be:<\/p>\n<ul>\n<li>Can we actually deliver what the customer is requiring?<\/li>\n<li>Is the risk proportionate to the transaction?<\/li>\n<li>Will the requirement affect our standardised product model?<\/li>\n<li>Do we need to build something new for this particular customer?<\/li>\n<li>Could the same concession create problems in future transactions?<\/li>\n<li>Which issues are worth spending negotiating capital on?<\/li>\n<\/ul>\n<p>We help distinguish between issues that need to be changed, risks that the business can consciously accept and legal discussions that should not be allowed to stand in the way of a good transaction.<\/p>\n<p>For larger customer negotiations, we can also provide <a href=\"https:\/\/www.sharpcookie.se\/en\/service\/saas-technology-contract-negotiations\/\" target=\"_blank\" rel=\"noopener\"><strong>negotiation support for SaaS and IT vendors<\/strong><\/a>.<\/p>\n<h1>SaaS agreements for buyers<\/h1>\n<p>We also work on the buyer side.<\/p>\n<p>When purchasing SaaS, the challenge is often the reverse. The vendor\u2019s standard terms are designed for a broad customer base and need to be assessed against how important the service actually is to the buyer\u2019s own operations.<\/p>\n<p>A simple support service does not normally need to be reviewed and negotiated in the same way as a platform that processes sensitive information or supports a business-critical process.<\/p>\n<p>We help buyers identify:<\/p>\n<ul>\n<li>which contractual risks actually matter,<\/li>\n<li>whether SLA and support levels are sufficient,<\/li>\n<li>how data and personal data are handled,<\/li>\n<li>which security requirements are needed,<\/li>\n<li>how the vendor\u2019s liability should be assessed,<\/li>\n<li>dependencies on subcontractors,<\/li>\n<li>continuity and exit issues, and<\/li>\n<li>which standard terms can be accepted without unnecessary negotiation.<\/li>\n<\/ul>\n<p>The objective is not to make the agreement maximally buyer-friendly in every detail. It is to spend time and negotiating capital on the issues that actually matter to the business.<\/p>\n<h1>SaaS for the public sector and regulated businesses<\/h1>\n<p>Sales to authorities, municipalities, regions, healthcare providers, financial businesses and other regulated customers often involve more extensive contractual requirements.<\/p>\n<p>The requirements may concern, for example:<\/p>\n<ul>\n<li>information security,<\/li>\n<li>data protection,<\/li>\n<li>audit rights,<\/li>\n<li>incident reporting,<\/li>\n<li>subcontractors,<\/li>\n<li>continuity,<\/li>\n<li>service levels,<\/li>\n<li>data storage and localisation,<\/li>\n<li>regulatory access, and<\/li>\n<li>exit and migration.<\/li>\n<\/ul>\n<p>For a SaaS vendor, such requirements need to be assessed together with the product\u2019s technical and commercial model. This is particularly important where the customer uses contract terms that were originally drafted for more customer-specific IT or outsourcing services.<\/p>\n<p>We help SaaS and IT vendors assess both the procurement requirements and the contractual position that follows if the tender is won.<\/p>\n<p><strong>Read more about legal and commercial support when <a href=\"https:\/\/www.sharpcookie.se\/en\/service\/selling-saas-it-services-public-sector\/\" target=\"_blank\" rel=\"noopener\">selling SaaS and IT services to the public sector.<\/a><\/strong><\/p>\n<h1>How we can help<\/h1>\n<p>The engagement is tailored to where you are today.<\/p>\n<h2>Review of existing SaaS terms<\/h2>\n<p>We review the existing main agreement, terms of use, SLA and relevant schedules and identify legal and commercial risks, unnecessary points of friction and areas where the terms no longer reflect the product or business model.<\/p>\n<p>The review may, for example, result in:<\/p>\n<ul>\n<li>a commented contract package,<\/li>\n<li>prioritised recommendations,<\/li>\n<li>concrete amendment proposals, and<\/li>\n<li>a review meeting with the responsible decision-makers.<\/li>\n<\/ul>\n<h2>Updating an existing SaaS contract structure<\/h2>\n<p>Where the basic structure works but the business has evolved, we can update parts of the agreement.<\/p>\n<p>This may concern, for example, enterprise sales, new pricing models, AI functionality, information security, DPA, new customer groups or recurring issues in customer negotiations.<\/p>\n<h2>New SaaS agreement or contract structure<\/h2>\n<p>Where a new contract structure is needed, we normally begin by understanding:<\/p>\n<ul>\n<li>the product,<\/li>\n<li>the customer group,<\/li>\n<li>how the service is sold,<\/li>\n<li>technical dependencies,<\/li>\n<li>data flows,<\/li>\n<li>business model,<\/li>\n<li>existing documentation, and<\/li>\n<li>the main commercial and regulatory risks.<\/li>\n<\/ul>\n<p>We then develop the contractual structure required for the business.<\/p>\n<p>This may, for example, consist of main terms, order form, SLA, DPA, security schedule and product- or service-specific terms.<\/p>\n<h2>Negotiation of SaaS agreements<\/h2>\n<p>We can also step into a specific customer or vendor negotiation.<\/p>\n<p>Depending on the need, we can work behind your commercial or legal team, take responsibility for the contractual issues or participate directly in negotiations with the counterparty.<\/p>\n<h1>Examples of scope and fixed fees<\/h1>\n<p>Where the scope and complexity of the work can be predicted, we often offer a <strong>fixed fee<\/strong>.<\/p>\n<h2>Review of existing SaaS terms<\/h2>\n<p>For a stand-alone review of existing SaaS terms for a non-regulated service \u2014 for example, the main agreement, terms of use and SLA \u2014 our fixed fees typically fall within the range:<\/p>\n<p><strong>SEK 15,000\u201325,000 excluding VAT<\/strong><\/p>\n<p>Such an engagement will normally include an initial alignment with a partner, our review and commented documentation, and a meeting in which we present the key recommendations.<\/p>\n<h2>New SaaS contract package<\/h2>\n<p>For a SaaS vendor requiring a more complete contractual structure for a B2B offering, our work will typically fall within the range:<\/p>\n<p><strong>SEK 35,000\u201375,000 excluding VAT<\/strong><\/p>\n<p>The scope depends, among other things, on the service, customer group, data processed, regulatory requirements and the contract documents required.<\/p>\n<p>For more complex services, regulated markets or particularly extensive contract structures, we provide a separate assessment.<\/p>\n<h2>Customer and enterprise negotiations<\/h2>\n<p>Negotiation engagements vary more, as the scope is affected by the counterparty\u2019s contract, the number of schedules, the issues that need to be negotiated and the number of negotiation rounds required.<\/p>\n<p>Where the work can be sufficiently defined, we can offer a fixed fee or an agreed budget framework.<\/p>\n<p><strong>The fee ranges above are examples of commonly occurring engagements. Following a short initial review, we can normally propose a clear scope and fee for the specific engagement.<\/strong><\/p>\n<h1>Lawyers who understand the SaaS business<\/h1>\n<p>Sharp Cookie Advisors works at the intersection of <strong>technology, commercial contracts, data and regulation<\/strong>.<\/p>\n<p>For SaaS clients, this means that we can work with both the commercial contract model and issues relating to cloud, information security, data protection, AI and the public sector without each issue having to be treated as a separate legal project.<\/p>\n<p>We work with both vendors and buyers. This gives us perspective from both sides of the negotiating table.<\/p>\n<p>Our approach is practical.<\/p>\n<p>A good SaaS agreement should not only be legally robust. It should work with the product, support the transaction and create a risk position that the organisation can understand, deliver against and live with.<\/p>\n<h1>Do you need to draft, review or negotiate a SaaS agreement?<\/h1>\n<p>Please send us a short description of:<\/p>\n<ul>\n<li>the service and business model,<\/li>\n<li>whether you are the vendor or buyer,<\/li>\n<li>which customers or vendors the agreement concerns,<\/li>\n<li>whether there is an existing draft agreement,<\/li>\n<li>which issues you particularly want us to assess, and<\/li>\n<li>any relevant deadline.<\/li>\n<\/ul>\n<p>If you already have an agreement, you can send it with your enquiry.<\/p>\n<p>We will come back with an assessment of the engagement and a proposal for <strong>scope, deliverables and fee<\/strong>.<\/p>\n<p><a href=\"https:\/\/www.sharpcookie.se\/en\/contact-us\/\" target=\"_blank\" rel=\"noopener\"><strong>Contact us<\/strong><\/a><\/p>\n<h1>Frequently asked questions about SaaS agreements<\/h1>\n<h2>What is a SaaS agreement?<\/h2>\n<p>A SaaS agreement regulates the relationship between the provider of a Software-as-a-Service service and the customer. It will normally cover, among other things, use of the service, pricing, service levels, support, data, information security, personal data, intellectual property rights, liability and what happens when the agreement ends.<\/p>\n<h2>What should a SaaS agreement include?<\/h2>\n<p>The content depends on the service and business model. Common elements include the service description, right of use, subscription and pricing, SLA, support, information security, data protection, customer data, IP, liability, contract term, termination and exit.<\/p>\n<p>For more complex services, separate SLA, DPA and security schedules may be required.<\/p>\n<h2>What is the difference between a SaaS agreement and a software licence agreement?<\/h2>\n<p>A traditional software licence agreement primarily regulates the right to use software. A SaaS agreement also needs to address the ongoing service delivery, because the vendor normally operates and controls the technical environment in which the service is provided.<\/p>\n<p>In practice, the agreements may contain many of the same issues, but the risk profile and contract structure often differ.<\/p>\n<h2>Does a SaaS company need a data processing agreement?<\/h2>\n<p>If the SaaS vendor processes personal data on behalf of the customer, a data processing agreement will normally be required under the GDPR.<\/p>\n<p>The data protection terms required will, however, depend on how the service works and which roles the parties actually have.<\/p>\n<h2>Can we use the same SaaS agreement for all customers?<\/h2>\n<p>A standardised contract structure is often an important part of a scalable SaaS model. At the same time, larger enterprise customers, the public sector and regulated businesses may require specific terms or schedules.<\/p>\n<p>A good contract structure should therefore allow you to maintain a stable core position while adapting certain elements where the transaction requires it.<\/p>\n<h2>What should we do when a large customer wants to use its own agreement?<\/h2>\n<p>Start by assessing the agreement against the transaction and your actual delivery model.<\/p>\n<p>Focus in particular on requirements that may affect liability, cost, product, security, data processing, service levels or the ability to scale the same service to other customers.<\/p>\n<p>It is rarely necessary or commercially sensible to try to change every deviation from your own standard terms.<\/p>\n<h2>How does AI affect a SaaS agreement?<\/h2>\n<p>AI functionality can change issues relating to data use, permitted use, output, intellectual property rights, third-party models, transparency and liability.<\/p>\n<p>If AI has been added after the SaaS terms were originally drafted, the agreement should normally be reviewed to ensure that it still reflects the actual service.<\/p>\n<h2>How much does it cost to draft a SaaS agreement?<\/h2>\n<p>For a complete B2B contract package, our fixed fees for commonly occurring engagements typically fall within the range of <strong>SEK 35,000\u201375,000 excluding VAT<\/strong>. A defined review of existing SaaS terms for a less complex, non-regulated service will typically fall within the range of <strong>SEK 15,000\u201325,000 excluding VAT<\/strong>.<\/p>\n<p>We confirm scope and fee before the work begins.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We help SaaS vendors and buyers draft, review and negotiate SaaS agreements that fit the service, the business model and the actual risk profile. For vendors, this often means creating SaaS terms that work commercially \u2014 even when larger customers begin to impose requirements relating to liability, service levels, information security, personal data, intellectual property [&hellip;]<\/p>\n","protected":false},"featured_media":0,"template":"","meta":[],"product_brand":[],"product_cat":[751],"product_tag":[],"class_list":["post-6794","product","type-product","status-publish","product_cat-saas","first","instock","virtual","product-type-simple"],"pp_statuses_selecting_workflow":false,"pp_workflow_action":"current","pp_status_selection":"publish","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v21.5 (Yoast SEO v28.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>SaaS Agreements \u2013 Review, Terms &amp; Negotiation - Sharp Cookie Advisors - business lawyers<\/title>\n<meta name=\"description\" content=\"Legal advice for complex SaaS contracts where product, cloud, data, AI, security and enterprise risk need to work together.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.sharpcookie.se\/en\/service\/saas-agreements\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"SaaS Agreements \u2013 Review, Terms &amp; 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