Outcomes
We design the strategy, set the leverage, and lead enterprise software negotiations alongside your team — across new deals, renewals, ELAs, ULAs, RISE migrations, EDPs and SaaS subscriptions. Across all 15 vendors we cover, the average documented saving is 38 percent.
An enterprise software negotiation is not a procurement event. It is a structured contest of preparation, sequencing and leverage that begins twelve months before the contract is due to sign — and finishes the day after, when the next negotiation begins.
Our contract negotiation service covers the full arc: before the deal lands on the table, during the negotiation itself, and after signature when integration, true-up clauses and audit posture all matter.
We do not resell software. We do not take referral fees. We do not partner with any vendor. We do not bill by the hour. The only side of the table we sit on is yours.
Oracle, Microsoft, SAP, Salesforce, Adobe, ServiceNow, IBM, Cisco, Broadcom/VMware, AWS, Google Cloud, Workday, Snowflake, CrowdStrike and Databricks. Each practice is led by a specialist who lives that vendor's pricing model daily.
Most negotiations run 8 to 12 weeks from kick-off to signature. Urgent renewals can be compressed; complex multi-vendor portfolios can run longer.
Most contract negotiations are run on a fixed-fee project basis, or on a success-based model with a baseline agreed in writing up front. See engagement models →
We map your current entitlements, deployment, support spend and renewal calendar. We pull benchmark data on the vendor's discount behaviour for accounts of your size, industry and geography — drawing on hundreds of comparable engagements.
We design the negotiation strategy: what to ask for, what to concede, how to sequence, where to apply pressure, when to walk. Leverage is built deliberately — competitive alternatives, fiscal-year timing, multi-product trade-offs, audit posture, public-cloud overlap.
We draft your counter-proposal, redline the vendor paper, and build a clause-by-clause matrix of what is non-negotiable, what is conditional, and what is decorative. We pre-empt the standard vendor playbook and remove its surprises.
We lead or co-lead the negotiation sessions alongside your procurement, finance and legal team. We take the vendor calls you do not want to take, and we hold the line on the terms that matter. The buyer always retains decision authority on the final deal.
We review every clause of the final order form, master agreement and product schedules before signature. We confirm the commercial terms match what was verbally agreed, and we flag any last-minute paper changes the vendor has slipped in.
We hand over a clean negotiation file: signed paper, commercial term sheet, true-up rules, audit posture notes, and the renewal calendar for the next cycle. The next negotiation starts now, not in three years.
"They knew more about our vendor's pricing model than the vendor's own deal desk. By the time we reached the table, the outcome was already half-decided."
Tell us the vendor, the deal size and the deadline. We will tell you within one business day whether and how we can help.
