Managing Leverage in an IBM Deal

Originally Aired: October 24, 2019 Any Time Your Desk!

Complex spending engagements cannot be executed with a benchmark and negotiate approach.  They require a significant runway, a full understanding of demand, well-aligned stakeholders and a documented plan of action.  With this in mind, we’ve developed a series of webinars this fall focusing on 4 of the most complex spending engagements our clients are currently facing, Microsoft, Salesforce, IBM and Oracle.  In each session, our analysts will apply the 9 best practices of our Leverage Management Maturity Model (LM3) to the specified supplier, and focus on the most important areas for maintaining leverage and executing a successful deal.

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Eugene Cho

Eugene leads the company’s Transactional Software and IBM Practices. In this role, he helps clients negotiate strong ad hoc software engagements, and structure advantageous multi-year deals with IBM by providing insight into the vendor’s sales strategy. Prior to ClearEdge, Eugene worked at MindStream Analytics (an Oracle partner) for 18 months in Professional Services, guiding customers through software installation, implementation and product training. He holds B.A. in Mathematics and Sociology from Dartmouth University.