Fifteen white papers and playbooks covering the negotiation questions our clients ask us most. Written by the practice leads who run the engagements. Gated by work email only — personal addresses are not accepted.
Every paper in this library is independent research. We do not accept vendor sponsorship, we do not exchange placement for partnership status, and we do not allow vendor review prior to publication. The work is written by the same practice leads who run the negotiations — not a marketing team. Most papers run between 18 and 36 pages.
The certification posture, scope of declared usage, post-ULA support footprint and the negotiation choices that determine five-year cost.
Microsoft · GuideTrue-up, M365 E5 bundling, Azure commit shape, Copilot opt-in economics and the renewal posture that survives the next cycle.
SAP · PlaybookRISE versus on-prem, the indirect-access exposure that follows, S/4HANA commit shape and the credit treatment of legacy ERP investment.
Salesforce · PlaybookEdition repricing, Data Cloud and Einstein add-on protection, MuleSoft and Tableau bundling, and the renewal mechanics that erode discount.
ServiceNow · GuideSubscription unit pricing, module bundling, ITOM and CSM economics and the Now Assist AI commercial structure.
Adobe · GuideVIP versus ETLA, Creative Cloud, Experience Cloud, Acrobat and Firefly economics and the FedRAMP and EU residency posture.
IBM · PlaybookRSVA construction, sub-capacity licensing, Hybrid Cloud Subscription, Red Hat OpenShift and the LMS/IASP audit posture.
Broadcom / VMware · PlaybookVCF bundling, per-core repricing, ELA-to-subscription transition and the realistic alternatives map for buyers reconsidering VMware.
Cisco · GuideCisco EA construction, Smart Licensing, DNA, Webex, Splunk and the Meraki subscription economics post-acquisition.
AWS · GuideEDP versus PPA, ramp design, marketplace mechanics, Savings Plans interaction and the multi-cloud optionality posture.
Google Cloud · GuideGCC commit design, BigQuery economics, Vertex AI commercials, marketplace stack and the discount mechanics that decide the renewal.
Workday · GuideWorker-count reconciliation, HCM and Financials economics, Adaptive Planning attach, Workday Extend pricing and the AI Gateway commercial structure.
Snowflake · GuideCredit consumption modelling, warehouse-class economics, capacity commit shape, Cortex AI pricing and the multi-year ramp negotiation.
CrowdStrike · GuideModule bundling, endpoint pricing, Falcon Complete economics, Falcon Flex commits, Charlotte AI structure and the post-19-July leverage posture.
Databricks · GuideSKU mix, DBU commit shape, Mosaic AI and Model Serving add-ons and the marketplace stack interaction across AWS, Azure and GCP.
AI Vendors · FrameworkOpenAI, Anthropic, model-API commits, data residency, IP indemnity, output ownership and the audit posture for enterprise AI deployment.
If the topic you need is not in this library, tell us. We may have a draft already, or we may be able to write a one-page brief for your specific situation.