FOSS4G'13

2 cents from quick glance through is that although 45k is a nice
sponsorship number there appears to be a number of OSGeo members and other
potential sponsors in their list and we don't want to lose those if we go
with this. Also seems like they want a bit for their 45k

sent from mobile which isn't an iPhone

I'm not quite sure what the proposal is ... that Location Tech themselves sponsor for $45K, or they are guaranteeing a total of that much in sponsorship from their member companies? As Mike says, there are several companies who have sponsored in previous years on Andrew's list, including RadiantBlue and OpenGeo, who sponsored for a total of $45K between them in Denver (and Oracle, MapGears, Spatialytics were all sponsors too). So if it's the latter proposal, this really doesn't seem interesting - unless you impose some condition that they bring $45K in new sponsors (say companies who haven't sponsored ever, or in the last 3 years, or whatever). Also 20 people isn't really an interesting number with the total you're looking to reach, especially since you're pretty much guaranteed to hit that number from the companies on his list who were sponsors (and attendees) in Denver. And I'm not sure how you would do this practically in terms of the discount for 20+ people ... do you offer that discount up front and then Eclipse pays the difference if they don't make the minimum commitment? 

I leaned fairly strongly against "special deals" for individual sponsors in Denver ... we defined various sponsor levels and benefits up front and then stuck to those. If there's a compelling reason to do a special deal then it's up to you guys, but I'm not seeing it here at the moment with the current proposal. With a platinum sponsorship we included 6 free conference registrations, so you could possibly say as an alternative they could have 30 x 20% discounts for their members, however they wanted to allocate those (if you're okay with administering that).

Unless they have something really compelling to offer that you feel justifies a special deal, I'd be inclined to decide on your sponsorship packages and encourage them to be a platinum sponsor, and maybe have some flexibility on offering discounts instead of free passes, if you think that makes sense.