The Balance of Power in Your Vendor Relationships Starts Here

Verified Results, Anonymised Clients

Eleven Vendors. One Discipline.

We cover the eleven enterprise technology vendors that account for the majority of Fortune 500 IT spend. Each vendor practice is led by former senior commercial executives from that vendor — not by generalists who read about the vendor tactics, but by the people who designed them. We have negotiated against every major audit programme, every major commit instrument and every major bundle restructuring the enterprise market has seen since 2015.

Negotiation Intelligence

Five Reasons Enterprise Buyers Retain The Negotiation Experts

First, our consultants are former vendor commercial executives, not lawyers or generalist procurement advisors. The negotiation depth comes from having designed the vendor tactics, not from having read about them. Across our team we collectively spent over 140 years inside Oracle, Microsoft, SAP, AWS, Google Cloud, Salesforce, ServiceNow, Workday and Broadcom. When we tell a customer that an Oracle Pillar VP can authorise an additional 12 discount points if Pillar Q4 quota is at risk, that is a recollection of internal mechanics, not a forecast.

Second, we represent buyers exclusively. We do not take fees, commissions, referrals or any form of compensation from technology vendors. The buyer is our only client, ever. This single discipline eliminates the conflicts of interest that compromise most advisory firms in this space, particularly those who maintain "preferred partner" relationships with vendors whose contracts they purport to negotiate on behalf of buyers.

Third, we negotiate directly with the vendor at the table. We do not run shadow processes where the customer procurement team executes our recommendations second-hand. The vendor account team, deal desk and regional VP know we are at the table, which materially changes the cadence of redline cycles and the depth of concessions. Vendor reps quickly learn that information asymmetry is no longer their lever.

Fourth, our benchmark library is the deepest in the industry. We have negotiated over 500 enterprise contracts since 2015, each captured in a structured engagement record covering commit size, term length, discount depth, clause language and outcome. Customers walk into negotiations with a defensible benchmark, not a hypothetical anchor. When we tell an AWS EDP customer that $25M annual commit should land at 17 percent net discount in Q4, that number is supported by 41 directly comparable engagements.

Fifth, our outcomes are verifiable. Every engagement closes with a documented outcome — commit value, discount depth, clauses secured, audit-claim reduction — that we will share under NDA with any prospective client. The averages we publish (38 percent savings, 72 percent audit-claim reduction) reflect every engagement closed, not a selected showcase. The same applies to the case studies on this site: each is the verbatim outcome of a recent engagement, anonymised by industry and revenue band but quantitatively accurate.