Mike Fearon

Managing Director

Tres Larsen

Managing Director, Audit Software Services

Rachel Annello

Senior Analyst

Steve Paradis

Principal Licensing Specialist


Ivey-Donald K. Johnson Centre

130 King Street W

Toronto, CA


Diana Zabkar

Phone:  603.581.8969


Toronto 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 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

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.
  • Compliance best practices from proactive risk mitigation to challenging findings
  • Why installing a SAM tool is only the beginning for software compliance

Deal-Maker Summit Agenda

February 27th, 2020

8:30 - 9:00 am


9:00 - 9:15 am

Welcome & Introductions

9:15 - 10:15 am

Tom DeMarco

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.

10:15 - 10:30 am


10:30 - 11:30 am

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.

11:30 - 12:15 pm

Rachel Annello

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.

12:15 - 1:00 pm


1:00 - 2:45 pm

Tres Larsen

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.

2:45 - 3:00 pm

Wrap Up and Close

3:00 - 4:30 pm

Networking Reception

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.


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