View Recording

Speakers

Dave Meyer

Managing Partner

Steve Paradis

Principal Licensing Specialist

Francis Gagliano

Marketing Manager

Scott Sewing

Manager, Compliance Services

 


Contact


Deb Rice

Phone:  603.842.4003

Email: drice@clearedgepartners.com

IT Deal-Maker Mini Summit

Maximizing Leverage in your IT Negotiations

 Virtual - Participate from Anywhere

May 14, 2020 Now Online

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

  • 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.
  • What Microsoft’s “All In” move to the cloud means for buyers
  • Changes to Microsoft sales’ structure, compensation and motivation
  • Compliance best practices from proactive risk mitigation to challenging findings
  • Why installing a SAM tool is only the beginning for software compliance

Agenda

9:00 - 9:45 am

Dave Meyer

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.

9:45 - 10:15 am

Steve Paradis

Microsoft Playbook: Understanding and 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.

10:15 - 10:45 am

Francis Gagliano

SaaS Buying Trends 2020: The Evolving Model

As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals.  Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.

10:45 - 11:15 am

Scott Sewing

Audit Prevention & Defense Best Practices

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.

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