When you’re investing your time, money, and creative energy into making a film, understanding how you can recoup your investment isn’t just a luxury—it’s a necessity. The reality is that without a solid grasp of return on investment (ROI), cash flows, and waterfalls, even the most promising film project can struggle to turn a profit. Knowing how the financial aspects work, from interpreting distribution agreements to calculating who gets paid and when, can set you up for long-term success in the industry. It’s crucial to understand these principles if you’re serious about making your film both artistically and financially successful.

You may find the financial side of filmmaking intimidating or confusing, and it’s easy to see why. Distribution agreements often come with pages of legal and financial jargon that are difficult to decode. Payment terms and triggers to payment can feel like a foreign language, and distribution fees and expenses can take a significant bite out of profits if you don’t understand how they work. Then there are waterfalls, a complex topic that involves breaking down sales agent fees, guild residuals, and collection account charges. Creatives often dive into projects without fully understanding these elements, which can lead to costly mistakes or missed opportunities for recoupment.

That’s where Viviana Zarragoitia comes in. Viviana is the Senior Vice President of Three Point Capital and has an impressive track record of financing over 100 independent films. With nearly a decade of experience at Three Point Capital, she has worked alongside some of the industry’s top producers, including Cassian Elwes, Rob Barnum, and Kimberly Steward. Before her current role, Viviana worked in production accounting and profit participation at industry giants like Millennium Films, Bold Films, and Lionsgate. Her deep expertise in film finance, from auditing multimillion-dollar distribution deals to managing film royalty audits, makes her uniquely qualified to teach you the ins and outs of financial strategies in filmmaking.

In this Stage 32 webinar, you’ll gain practical, detailed knowledge about interpreting distribution agreements, including how to navigate payment terms, identify triggers to payment, and understand distribution fees and expenses. You’ll learn how to interpret and calculate waterfalls, including breaking down sales agent commissions and understanding guild residuals and collection account fees. We’ll dive into recoupment schedules and explore how investors are prioritized based on investment agreements, along with the differences between debt and equity. Finally, you’ll discover how distributors and sales agents assess and value creative packages, from Above-the-Line attachments to the film’s genre and budget. By the end of the session, you’ll walk away with a comprehensive understanding of the financial aspects of film projects and the confidence to make informed decisions about your film’s profitability.

PLUS! You will receive:

• A Sample CAMA Statement

**Disclaimer: This is a recording of a previously live webinar.

Praise for Viviana's Past Education

"As someone who was totally new to the world of film financing, trying to learn about the process by myself was intimidating to put it lightly. Viviana clearly explains the film financing process step-by-step and demystifies the complex, bespoke nature of pre-sales, tax credits, sales agents, and so much more. I feel infinitely more confident in my ability to produce a film thanks to this class. I give it the highest possible recommendation for any independent filmmaker looking to finance their film and take their projects to the next level."

-Sean R.

"Viviana has a tremendous depth and range of knowledge about film financing and she was happy to share everything she knew. Thanks to her loose, attentive style for the class, it ranged far and wide, and she answered a lot of people’s questions whether they were general or specific to their own projects. And I feel like there was value for all of us in even the most project-specific questions."

-Randy V.

"As an experienced film and television producer and writer, Viviana's class was just the refresher - and inspiration - that I needed! Having been a completion producer for a bond company, I have seen too many producers who were let down in the producing process by so-called-professionals who offered support at the on-set of a production, but then failed to deliver when needed. Viviana and her company Three Point Capital have an excellent reputation, and her counsel provided in the class solidified that. I highly recommend both Viviana and Stage 32 Education!"

-Patricia C.

• How to Interpret Distribution Agreements
  
  

  • Payment Terms
    
    

  • Triggers to Payment
    
    

  • Distribution Fees & Expenses
    
    

• How to Interpret and Calculate Waterfalls
  
  

  • Sales Agent Fees/Commissions/Expenses
    
    

  • Guild Residuals
    
    

  • Collection Account Fees
    
    

• Understanding Recoupment Schedules
  
  

  • Priority of Investors and Who Gets Paid When Based On Investment Agreements
    
    

  • Differences between Debt/Equity
    
    

• How Creative Packages Are Assessed and Valued by Distributors and Sales Agents
  
  

  • Above-the-Line Attachments
    
    

  • Producers
    
    

  • Genre
    
    

  • Budget

• Q&A with Viviana

"As someone who was totally new to the world of film financing, trying to learn about the process by myself was intimidating to put it lightly. Viviana clearly explains the film financing process step-by-step and demystifies the complex, bespoke nature of pre-sales, tax credits, sales agents, and so much more. I feel infinitely more confident in my ability to produce a film thanks to this class. I give it the highest possible recommendation for any independent filmmaker looking to finance their film and take their projects to the next level."

-Sean R.

"Viviana has a tremendous depth and range of knowledge about film financing and she was happy to share everything she knew. Thanks to her loose, attentive style for the class, it ranged far and wide, and she answered a lot of people’s questions whether they were general or specific to their own projects. And I feel like there was value for all of us in even the most project-specific questions."

-Randy V.

"As an experienced film and television producer and writer, Viviana's class was just the refresher - and inspiration - that I needed! Having been a completion producer for a bond company, I have seen too many producers who were let down in the producing process by so-called-professionals who offered support at the on-set of a production, but then failed to deliver when needed. Viviana and her company Three Point Capital have an excellent reputation, and her counsel provided in the class solidified that. I highly recommend both Viviana and Stage 32 Education!"

-Patricia C.