Hi All! Do your teams include any kind of co‑marketing clause (e.g., case study, testimonial, or press release) in your standard contracts? If yes — is it: • mandatory, optional, or mutually agreed‑upon? • something customers commonly accept, or frequently negotiate out? Trying to understand industry norms and the range of how teams structure this. Any insights or experiences are super helpful!
It’s often used as a price negotiation tactic at renewal.
We do not have any logo rights or other similar clauses in our contracts — Legal doesn’t want them, I think because many orgs redline it out. I also actually advocate against using case studies and agreement to be a reference for net-new prospect contracts. While obviously we hope for the best, we have no idea if they will be a good story or reference and it’s hard to enforce. I am ok with using it as a price negotiation tactic at renewal as Lauren mentioned, assuming the customer is otherwise happy and seeing great results. For new sales, I am ok with giving discounts in exchange for logo usage sign off or (with our input/approval) a quote about why they chose us and/or inclusion in a press release.
At my last company, we implemented a clause that was included on all contracts that permitted the use of their name, logo, and brief description of their use case for marketing/IR. Anything more than than (i.e. a full blown case study) would require a different release form The terms were added by default to all contracts. If a customer pushed back, reps were able to remove the clause themselves directly from the Opportunity in Salesforce (no need to go through Legal for redlines)
Happy to share more details on that project if helpful, just send me a DM. IMO I've found that adding these kinds of clauses to contracts does not result in lot of pushback/friction with the customer, but YMMV depending on your industry and customer
