Jim Florentine

Managing Partner

Tres Larsen

Managing Director, Audit Software Services

James Faletra

Managing Director, Cloud and Managed Services


Ross Stores, Inc.

Ross Stores

5140 Hacienda Drive 

Dublin, CA 94568



Julie Ford

Phone:  603.312.4200


Northern California IT Deal-Maker Summit

Maximizing Leverage in your IT Negotiations

After inspecting thousands of client deals, ClearEdge has observed IT suppliers consistently using Strategic Selling Playbooks to expand their margins and maximize long-term revenue from their clients. Suppliers are supported by a sophisticated, multi-functional team, highly trained to outmaneuver their clients by setting and controlling the agenda at every step. Their approach is designed to exploit predictable buying processes like the RFP and buyer misalignment. Sales teams use this chaos to uncover and control clients’ critical information, eliminate uncertainty, shape and win deal engagements.

This situation worsens as clients become more dependent on incumbent suppliers. This dependency drives a wedge between siloed IT, IT Finance, Sourcing, and business stakeholders, further shifting leverage to the suppliers.

February 25, 2020 9:00 am - 2:45 pm Dublin, CA

ClearEdge helps clients develop a more strategic approach to IT investments by aligning internal teams and focusing efforts on maximizing leverage throughout the life-cycle of supplier relationships. The results are clear: clients gain a competitive advantage over their IT suppliers, free up millions of dollars from status quo spending on legacy solutions, and can re-direct their IT investments toward IT modernization, digital transformation, and cloud migration

Session Highlights Include

  • Lessons learned from inspecting thousands of client deals
  • Ways to turn your sales team into your advocate for greater discounts
  • An understanding of the motivation and structures of sales teams that impact how you can get more value from your deals
  • A look at compliance risks and benefits of cloud
  • The five steps you can take to keep third party labor on track
  • The importance of spend analysis, standardization of job titles and descriptions, rate cards, consolidation and governance

Deal-Maker Summit Agenda

February 25th, 2020

9:00 - 9:30 am


9:30 - 9:45 am

Welcome & Introductions

9:45 - 11:30 am

Jim Florentine

Vendor Insights: Sales Comp & Rev Recs

We’ll share intelligence gathered from thousands of client deal engagements with a look at vendor sales systems and motivations. This session will review the patterns we see in our clients’ deals and demonstrate how sales drivers like compensation models and revenue recognition rules are pushing specific deal behaviors and outcomes. By understanding these behaviors, buyers can work the system to gain leverage and get to a win/win.

11:30 - 12:00 pm


12:00 - 1:15 pm

Tres Larsen

Cloud with a Chance of Audit

How is cloud affecting software audits and compliance? In this session, former software auditor Tres Larsen explores the compliance risks and benefits of cloud. He’ll cover best practices and provide real-world examples of where organizations have been caught non-compliant, despite being fully cloud operational.

1:15 - 2:30 pm

James Faletra

Third Party Labor

This session provides five steps to keep your third-party IT labor initiatives on track. We’ll discuss the importance of spend analysis, standardization of job titles and descriptions, rate cards, consolidation and governance.

2:30 - 2:45 pm

Wrap Up and Close

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