About the FY26 Commercial Policy Overview for Sales training

This training offers an in-depth overview of UiPath's FY26 Commercial Policy, designed to help sales teams navigate and understand the latest policy updates. It provides a detailed exploration of policy principles, including rules for discounting, deal approvals, and guidelines for handling non-standard commercial terms. By covering the essentials of revenue recognition, ARR treatment, and special rules for the public sector and channel partner sales, this training ensures that all participants are equipped with the knowledge to manage deals in alignment with the updated commercial guidelines.

Learning prerequisites

To make the most of this training, participants should have a basic understanding of UiPath’s sales processes and tools, such as Salesforce and CPQ. Familiarity with the overall structure of commercial policies and sales workflows will also enhance comprehension and application of the course material.

Audience

This training is designed for sales professionals, deal desk teams, and commercial operations staff at UiPath, particularly those involved in deal structuring, approvals, and pricing negotiations. It’s also useful for those working with indirect/channel partner sales and service agreements.

Learning objectives

At the end of this training, you should be able to:

• Remember the key principles and rules of the FY26 Commercial Policy, including discounting, ARR treatment, and revenue recognition.

• Understand how the Commercial Policy applies to various deal types, including public sector and channel partner sales.

• Apply the procedures for requesting approvals for non-standard commercial terms, such as non-renewable contracts and early renewals.

• Analyze the impact of the FY26 Commercial Policy on deal structuring and identify which terms require special approval.

• Evaluate the need for policy exceptions and determine when to submit cases for non-standard terms via the Deal Hub.

• Create accurate and compliant quotes and deals based on the FY26 Commercial Policy, including applying the discount approval matrix and ensuring policy compliance.