Contract Negotiations
Know your position in the bargaining process to get the best outcome.
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Remend combines technical expertise, business acumen, experience from hundreds of customer engagements, knowledge of suppliers’ internal operations and confidence in negotiating market-leading deals.
Often, seasoned procurement professionals are misinformed, too close or even dis-incented to properly assess and execute a market-leading outcome. As an independent advisor, Remend can review the contract terms without distracting filters to see the whole picture.
We collaborate with your IT, procurement and legal teams to properly assess and execute a contract that favors your business, not the publisher. This is especially important when dealing with Tier 1 software publishers like Oracle, SAP, IBM, Microsoft, etc. who maintain a host of sales specialists and a wide partner ecosystem designed to maximize revenue.
Value of Contract Negotiation
Optimize Bill of Materials
Decrease purchase volume and adjust the SKU mix by assessing underlying technical assumptions and user needs.
Regain Control
Introduce competitive threats, viable alternatives, control the information flow, and focus on your needs, not Microsoft’s.
Reduce Long-term TCO
Lower Microsoft-related total cost of ownership by spending money to save money.
Sacrifice Nothing
Ensure long-term contractual flexibility is maintained alongside initial discounting.
Benefit From Broad Market Experience
When negotiating a software contract, you need to be well-prepared to get the best outcome for your business. Your position in the bargaining process is not going to align with the software publisher, so the challenge begins.
Microsoft sales teams will assume that renewals with the existing product and revenue footprint are in the bag. From there, they must find ways to increase revenue – your spending – by 20% or more. This puts customers in the position of being sold more than they need under the pretense and promises of ROI that Microsoft makes related to productivity and business benefits. Pressure from Microsoft’s quarter- or year-end financial incentives or loss of discounts and product features for a late renewal and add to customers feeling bullied into a deal.
Get an advantage in the negotiation process by working with an independent advisor, like Remend, who is an expert in Microsoft software contracts. We have the knowledge, experience, fortitude and clarity to get you the best contract terms at the right cost.
Remend Contract Negotiations Program
Advise on budgetary requirements and timing to achieve an optimal negotiated outcome.
Develop a negotiation strategy to include reductions, SKU downgrades, and viable competitive alternatives.
Engage suppliers directly or indirectly while incorporating stakeholder concerns and desires throughout the process.
Finalize transactions by engaging both supplier and customer resources as necessary.
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