Remend combines technical expertise, business acumen, experience from hundreds of customer engagements, knowledge of suppliers’ internal operations, and confidence to make market-leading deals.
Even the most seasoned procurement professionals can be misinformed, too close, or even dis-incentived to properly assess and execute a market-leading outcome. This is especially true for Oracle, SAP, and other perpetual software publishers given you must live with the commercial outcome of the initial deal indefinitely.
Oracle Contract Negotiation Delivers the Following Value
Optimize Bill of Materials
Decrease purchase volume by assessing underlying technical assumptions.
Introduce competitive threat, control the conversation, and focus on your needs, not Oracle’s.
Reduce Long-term TCO
Lower Oracle-related total cost of ownership by spending money to save money.
Ensure long-term contractual flexibility is maintained alongside initial discounting.
Benefit From Broad Market Experience
Getting to Yes, Win-Win, 3-D Negotiation, Never Split the Difference, and other popular strategies make achieving a great deal seem readily available for anyone willing to read a book or take a class. While lack of knowledge is a challenge, the far greater deficit is the lack of experience, fortitude, and emotional clarity.
Oracle has mastered the emotional sale by convincing both its sales force and customers that effective discount is the denominator of value. Customers often buy more than they may ever need, ahead of reasonably defined project plans, and under the pressure of Oracle’s quarter or year-end financial targets.
Remend Delivers Value by Executing the Following Steps
Advise on budgetary requirements and timing to achieve an optimal negotiated outcome.
Develop a negotiation strategy, including introduction of competitive alternatives.
Engage suppliers directly (or indirectly) while keeping customers informed of progress.
Finalize transactions by engaging both supplier and customer resources as necessary.
Remend knows how to balance Oracle’s willingness with a customer’s determination to execute agreements that align value to cost. This alignment must be equitably struck to maintain long-term health between the customer and what is often its most important publisher partnership.