Mark Willis is Principal Negotiation Advisor at SoftwareContractNegotiation and the named author behind the firm's vendor research, playbooks and case studies. He has spent 30 years on the buy side of enterprise software, helping IT, procurement and finance leaders restructure and renegotiate their largest vendor agreements.
Before moving to independent buyer-side advisory, Mark held roles at IBM, SAP and Gartner — experience that gives him direct, first-hand insight into how enterprise vendors price, package, audit and renew. He has led buyer-side negotiations across Salesforce, SAP, Microsoft, IBM, Oracle, ServiceNow, Workday and the wider cloud and security ecosystem.
Mark and the firm represent buyers exclusively. They take no commissions, referral fees or kickbacks from any software vendor or reseller, so the advice on this site is not influenced by vendor relationships. Read more in our Independence & Disclosure statement and our Editorial Standards.
Mark is the author of the firm's white papers and playbooks, case studies and vendor negotiation guides.
To discuss an engagement with Mark and the team, use the contact form or email hello@softwarecontractnegotiation.com. Buyer-side only · Strictly confidential · No obligation.