Managing Director, Audit Software Services
Principal Licensing Specialist
Ivey-Donald K. Johnson Centre
130 King Street W
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 27, 2020||8:30 am - 3:00 pm||Toronto, Canada|
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.
Rachel Annello & Steve Paradis
Supplier Briefing: Salesforce & Microsoft
An inside look at Salesforce and Microsoft's sales playbook followed by a self assessment on your organizations ability to counteract their tactics.
Building Growth into a Subscription Model
Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions.
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.
Wrap Up and Close
Please join the ClearEdge team and dozens of Toronto-area IT and Procurement leaders for a Networking Reception at the conclusion of the day’s sessions.