Managing Director, Audit Software Services
Principal Licensing Specialist
2710 Wycliff Road
Raleigh, NC 27607
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.
|March 24, 2020||8:30 am - 3:15 pm||Raleigh, NC|
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
Welcome & Introductions
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.
Compliance Best Practices & Audit Preparation
Software audits can be disruptive and expensive. Suppliers use audits to drive revenue, gain visibility into product use, and to push new product offerings or cloud solutions as a way to address compliance issues. This session will go beyond SAM tools and review key points of the software audit process, including tips for preparation and defense. Join us to discuss proactive compliance best practices to mitigate the risk of audits.
Top Five "Gotchas" In Any IT Agreement
From Akamai to Zscaler and every supplier in between, pricing information and sales motivations only tell half the story. This session will review inspection techniques that work for any deal, with examples from our Analytics Team including standard contract language, common pitfalls and best-in-class renegotiated language.
Microsoft Playbook: Understanding & Competing With Microsoft
The days of buying perpetual licenses for Office and Windows are fading. Microsoft is decidedly “all in” on cloud across their product portfolio. This session examines Microsoft Sales Approach Playbook including their long journey to the cloud, changes to sales team structure, compensation and motivation. Join us to discuss the implications for deal makers as we evaluate O365 and other cloud-based solutions.
Wrap Up & Close