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Fifteen vendors.
Fifteen dedicated
practices.

Each vendor we cover has its own pricing model, contracting style, audit posture and renewal playbook. We organise around the vendor — not around a generic procurement template — so the people you work with already know exactly how that vendor sells, prices, audits and renews.

15
Vendors covered
500+
Engagements completed
$2.4B+
Contract value negotiated
38%
Average cost reduction
Vendor practices

The fifteen vendors
we negotiate against.

Vendor 01
Oracle
ULAs, ELAs, Java SE Universal, OCI commits and the LMS audit playbook. Where most buyers lose the most ground, and where preparation matters most.
Oracle practice
Vendor 02
Microsoft
Enterprise Agreements, Microsoft 365 E3/E5, Azure MCA-E, Server & Cloud Enrolment, Copilot, Power Platform and Dynamics 365.
Microsoft practice
Vendor 03
SAP
ECC, S/4HANA, RISE, GROW, BTP, Digital Access licensing and the long shadow of indirect/named-user exposure.
SAP practice
Vendor 04
Salesforce
Sales, Service, Marketing, Data Cloud, MuleSoft, Tableau and Agentforce. MSA construction, ramp pricing, true-ups and renewal posture.
Salesforce practice
Vendor 05
Adobe
ETLA renewals, Creative Cloud for Enterprise, Experience Cloud, Workfront, Marketo Engage and Acrobat Sign at enterprise scale.
Adobe practice
Vendor 06
ServiceNow
ITSM, ITOM, HRSD, CSM, fulfiller licensing, Now Assist AI pricing and the multi-product enterprise discount programme.
ServiceNow practice
Vendor 07
IBM
PVU/RVU metrics, sub-capacity rules, Cloud Paks, Red Hat OpenShift, watsonx and the IBM ELA cycle.
IBM practice
Vendor 08
Cisco
Enterprise Agreement 3.0, DNA, Catalyst, Webex, Smartnet/SmartCare, Splunk integration and security ELA construction.
Cisco practice
Vendor 09
Broadcom / VMware
Post-acquisition pricing shock, VCF bundles, perpetual-to-subscription conversion, and how to survive a five-to-ten-times renewal quote.
Broadcom practice
Vendor 10
AWS
Enterprise Discount Programme, Private Pricing Addenda, Reserved Instances, Savings Plans, Marketplace draw-down and Outposts.
AWS practice
Vendor 11
Google Cloud
GCP committed-use, Google Workspace Enterprise, Vertex AI and Gemini pricing across multi-year commits.
Google Cloud practice
Vendor 12
Workday
HCM, Financials, Adaptive Planning, Extend and Prism Analytics. Renewal uplift defence, module rationalisation and ramp redesign.
Workday practice
Vendor 13
Snowflake
Capacity commitments, EDPs, Marketplace, Cortex AI, storage versus compute pricing and consumption forecasting discipline.
Snowflake practice
Vendor 14
CrowdStrike
Falcon module bundling, endpoint growth pricing, Charlotte AI and the renewal uplift conversation after a multi-year ramp.
CrowdStrike practice
Vendor 15
Databricks
DBU consumption, committed-use discounts, Mosaic AI, Unity Catalog and the cloud marketplace draw-down structure.
Databricks practice
Why a vendor-led model

Generic procurement
does not scale here.

Pricing models differ

Each vendor sells differently

Oracle's per-processor metrics, SAP's named users, Microsoft's per-user-per-month, AWS consumption commits and Snowflake's DBU/credit model all behave differently in negotiation. A single playbook cannot cover them.

Audit posture differs

Each vendor audits differently

Oracle LMS, SAP GLAS, Microsoft SAM, IBM IASP and Adobe LCO each have their own scope, methodology and escalation. The defence has to match the audit.

Renewal cycles differ

Each vendor renews differently

A Salesforce true-up does not behave like an Oracle ULA certification, which does not behave like an AWS EDP refresh. Preparation timelines and leverage windows are vendor-specific.

Facing one of these vendors right now?

Tell us the vendor, the contract, or the audit. We will respond within one business day with the practice lead, the relevant benchmarks and the engagement options.

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