Other than the pre-approved contract language that you can add to the Contract Notes section of an Order Form, we do not have the capacity to review redlines on deals smaller than $25k ARR. For the most part, any material changes to the MSA only serve to increase our responsibilities or risk, which for smaller deals is not a position that Gem is willing to take. We have carved out the specific changes that can be made in the Order Form as those represent the most substantial requests from customers that we can readily accept.
For smaller customer, when we transact at smaller dollar values we have to move with velocity. If we negotiated key provisions for every contract of small value we would not be able to have the appropriate scale for or legal team and that would increase our costs. In addition, we have calibrated the legal risk burden appropriately such that neither party takes on outsized risk.
We can also make changes via the Contract Notes field for:
- Order Form Replacements (where a new order form supersedes a previously signed agreement)
- Early renewal language
- Renewal price protection (with approval)
- Designating a previous MSA as the governing terms