Dave Meyer

Managing Partner

Bob Stanley

Managing Director


Capital One

1600 Capital One Drive

McLean 2 Building

McLean, VA


Deb Rice

Phone:  603.842.4003


Washington, D.C. 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.

April 23, 2020 9:00 am - 3:00 pm McLean, VA

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

  • How to prepare and protect your organization during initial purchase and at renewal time of IT contracts
  • New rev rec rules and the impact on your deal structure
  • Proven deal inspection techniques that build leverage and work for any engagement
  • Building a leverage-based playbook in response to a supplier’s $40 million proposal

Deal-Maker Summit Agenda

April 23rd, 2020

8:30 - 9:00 am


9:00 - 9:15 am

Welcome & Introductions

9:15 - 10:30 am

Dave Meyer

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.

10:30 - 10:45 am


10:45 - 12:15 pm

Dave Meyer

Supplier Motivations

Covering topics pertaining to what motivates the suppliers and sales teams; revenue recognition policies, sales compensation plans, quotas and forecasting methods.

12:15 - 1:15 pm

Networking Lunch

1:15 - 2:45 pm

Bob Stanley

Leverage Management Case Study

This interactive exercise will examine a real-life situation faced by a ClearEdge client during a recent deal, from the perspective of a Sourcing lead. His task: to review and advise on an unsolicited $40 million offer to refresh the company’s storage environment. Working in groups, we’ll develop a leverage-based playbook that enables this client to complete their task.

2:45 - 3:00 pm

Wrap Up and Close

Download The free eBook