Pre-sales and platform deals are distribution contracts signed before a film or series enters production, serving as the collateral needed to trigger bank cash-flow.

In a traditional pre-sale, a producer sells specific territorial rights (like Germany or MENA) in exchange for a Minimum Guarantee (MG). Platform deals, conversely, usually involve a global “buyout” by a streamer like Netflix or Amazon, often covering the entire production cost plus a premium.

Look, the industry doesn’t operate on “trust” anymore—it operates on paper. If you don’t have a signed contract from a reputable distributor or a platform pre-buy, your chances of closing a production financing stack are nearly zero. Based on Vitrina’s analysis of 62 expert interviews, the “Big Crunch” in film finance has made these early deals more difficult to secure, but also more valuable than ever.

The Mechanics of Film Pre-Sales

A pre-sale isn’t just a promise; it’s a bankable asset. When a distributor in a territory likes your script, your director, and your cast, they issue a “Distribution Agreement.” This agreement specifies a Minimum Guarantee—a fixed amount they will pay you upon delivery of the film. You don’t get the cash today, but you take that contract to a bank to “discount” it, getting the cash now to spend on cameras and catering.

But here’s the catch: banks only discount “paper” from distributors they trust. If your pre-sale is from a tiny, unrated distributor in a volatile market, the bank might only lend you 50% of the contract value—or nothing at all. Strategic players understand that pre-sales and platform deals are only as strong as the entities behind them.

Phil Hunt, CEO of Head Gear Films, discusses the current financing “crunch”:

As Phil notes, the market has shifted. We’re seeing fewer traditional territory pre-sales for mid-budget indies and more pressure to secure a single, massive platform deal. If you’re struggling to navigate these waters, you can ask VIQI about current territory valuations for your specific genre.

Platform Deals: The Streaming Global Buyout

Streaming platform deals have fundamentally rewired the distribution and licensing landscape. When Netflix, Amazon, or a regional powerhouse like OSN in the MENA region steps in, they aren’t looking for a territory—they’re looking for the whole thing. These are often structured as “Cost-Plus” deals. They cover 100% of your production budget and pay you a 10-20% producer fee on top.

Sounds great, right? It is—until you realize you’ve signed away the “back-end.” In a traditional pre-sale model, once the MG is recouped, you share in the profits. In a platform buyout, you’re a “work-for-hire” with a fancy title. The capital reality is that streamers take all the risk, so they take all the reward. (And that’s assuming you can even get them to the table without an A-list showrunner attached.)

The Vitrina Pre-Sale Collateral Ladder™

Not all pre-sales are created equal. We’ve developed this framework to help producers understand the “discountability” of their contracts. The higher you are on the ladder, the easier it is to de-risk your project and secure senior debt.

Strategic Questions for Producers

Can I get a pre-sale without a cast attached?

Short answer: Almost never for indies. Long answer: Unless you’re a brand-name director (think Nolan or Villeneuve) or working with a massive IP, distributors need “the face on the poster” to commit cash. In 2024, “names” move the needle more than script quality—that’s the cold reality of the supply chain.

How do platform deals affect my EBITDA?

For a production company, platform deals provide a high-margin, low-risk boost to EBITDA because your overhead is covered and your fee is guaranteed. However, it erodes the long-term enterprise value of your company because you don’t own the library. You’re trading future IRR for immediate liquidity. Strategic players often mix their slate—half for streamers to keep the lights on, half for independent pre-sales to build a library.

If you’re trying to structure a hybrid deal, search for sales agents on Vitrina who specialize in international territory splits.

How Vitrina Helps with Pre-Sales and Platform Deals

Navigating the pre-sales and platform deals landscape requires more than just a good script—it requires data on who is actually buying and at what price. Vitrina’s platform de-risks your outreach strategy by connecting you with the right partners at the right time.

• Discovery: Filter 140+ sales agents and platforms by genre, territory, and budget appetite.
• Intelligence: Use VIQI to analyze recent platform buyout trends and typical MG rates for 2025.
• Connection: Skip the gatekeepers and get direct access to decision-makers through our Concierge service.

Frequently Asked Questions