1600 Capital One Drive
McLean 2 Building
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
Welcome & Introductions
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.
Covering topics pertaining to what motivates the suppliers and sales teams; revenue recognition policies, sales compensation plans, quotas and forecasting methods.
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.
Wrap Up and Close