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3 Strategies to Elevate Your Software Supplier Relationship

1/13/2022

Over the years, our TNG client family has requested more and more guidance related to managing and elevating their commercial supplier relationships. Within this article, you’ll find our top 3 proven strategies to transform IT supplier relationships from tactical to strategic.

Strategy #1 – Control the flow
When we say “control the flow”, we’re referring to conversation, meeting, and engagement flow. Let’s break it down a little further…

Why are Companies Hesitant to Engage Outside Consultants?

11/28/2021

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Why is it that companies are sometimes resistant to engaging with a cost savings firm like The Negotiator Guru (TNG)?

Furthermore, why is it that a company refuses to engage with an advisory firm (like TNG) after they know there is a guaranteed ROI? Is there any rational reason for this or is it purely an emotional response?

We at TNG find ourselves asking these questions far too often…

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Why Salesforce Commerce Cloud Negotiations are Different

9/30/2021

What is Commerce Cloud
The Salesforce Commerce Cloud is one of the fastest growing segments within the Salesforce ecosystem of products and services.

The Commerce Cloud provides an enterprise grade e-commerce solution that which is a direct competitor to e-commerce heavyweights including, but not limited to; Shopify, Magento (Adobe), SAP, Oracle, just to name a few.

How Much Does a Salesforce Implementation Cost?

4/7/2021

The Salesforce implementation phase can make or break a SaaS platform’s adoption rate and effective use for months and years to come.

Resistance to change is to be expected, but companies need their employees to go all-in on understanding the tech, establishing new processes, and eliminating workarounds and legacy behaviors.

Negotiating with Salesforce - Seven things you need to know about how Salesforce looks at a deal

3/23/2021

Salesforce is good at negotiating. So your chances of getting a good deal are enhanced by understanding how they look at a deal and their goals. Your Salesforce Account Executive will lead the team you are negotiating with, in close coordination with his or her manager. This team is your path to getting the best overall deal. And while they are trained to maximize Salesforce revenue, they won’t get paid unless you make a purchase. So if you ask the right questions, and provide information that can help them get to a discount level you are comfortable with, this is the win-win situation all are striving for.

Guide to Salesforce Pricing: How Much should Salesforce Cost in 2021?

3/19/2021

Yes, you can negotiate your contract with Salesforce.

Much like other large IT and SaaS vendors, Salesforce expects you to negotiate. Most customers do not know they can negotiate IT contracts or are hesitant to do so out of fear of compromising the business relationship. Some customers do attempt to negotiate but are largely unsuccessful because they do not know how to navigate the complicated process.

Understanding how Salesforce Negotiates

12/4/2020

The key to properly negotiating with Salesforce is understanding how the organization works. Salesforce has a brilliantly designed sales system that is set up to maximize revenue from every account.

Many of the tactics used in its sales process and organization design are borrowed from other big players such as Microsoft, Oracle, SAP, etc. Our goal with this article is to give you a strong understanding of the Salesforce machine so that you can prepare accordingly.

Understanding Microsoft’s Negotiation Strategies

11/23/2020

Most companies are paying 20-50% more than they should be on their Microsoft contracts. In this article, we are going to walk through what you need to know about negotiating with Microsoft, as well as specific tactical levers you can use to reduce your Microsoft contract by up to 50%.

The Negotiator Guru Names Chrissy Hudson as New Director of Operations and Corporate Affairs

11/10/2020

Global IT Consulting Firm Appoints First Female Executive

Chrissy Hudson

MINNEAPOLIS, MN. — The Negotiator Guru, a global technology consulting firm specializing in SaaS contract negotiation advisory services, today announced the appointment of Chrissy Hudson as their new Director of Operations and Corporate Affairs.

“Chrissy is a strong communicator who is client focused with deep leadership and business operations capabilities,” says TNG Founder and Senior Partner Dan Kelly.

The truth about Salesforce Enterprise License Agreements (SELA)...is it right for you?

11/3/2020

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We’ve found that the average savings potential for a company switching from a Salesforce Enterprise License Agreement (SELA) to a standard Salesforce Subscription Agreement is 41.3%.

Yet many large enterprises still honor their SELA agreements simply “because we’ve always had one.” Subsequently, these companies have a difficult time benchmarking the value they’re extracting from a SELA vs any other contracting method.

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How to Create a Salesforce Roadmap

11/2/2020

In previous articles, we shared with you how the Salesforce machine operates. We shared with you how it structures its organization and the tactics it uses to maximize its revenue from your company.

In this article, we are going to dive into your single most important weapon against Salesforce in your negotiation . . . Your Salesforce Roadmap.

Confidential Clients: Why We Do It

9/23/2020

For those of you wondering why we keep all of our clients confidential, our Founder and Senior Partner Dan Kelly provided a few key insights as part of a recent interview.

We hope you appreciate learning why this is such an important guiding principle for TNG…

7 Most Common Mistakes to Avoid When Negotiating Your Salesforce Agreement

8/18/2020

We commonly get the question: “What are the most common mistakes and/or things to avoid when negotiating a Salesforce Agreement?” So much actually that we thought it made sense to write a short article for all to consume.

Best Practices for IT Sourcing During Merger & Acquisition Initiatives

8/12/2020

When should planning for a merger or acquisition begin?

If your answer is Day 1 - the first day after you close the deal - you’re wrong and you’re behind by at least 6-12 months.

Planning & executing a marriage like this is not something that should be done alone nor should you wait till the contracts are signed to begin the process.

My 3 Guiding Principles for The Negotiator Guru

7/31/2020

Imagine you are a C-Suite executive and your business is built on a franchise model.

Each franchise branch is owned and managed by a different person but they all use the same ERP and the big corporate umbrella entity that you own pays for all the services.

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Featured Articles

We share insights to help companies reduce IT Spend.

3 Strategies to Elevate Your Software Supplier Relationship

Why are Companies Hesitant to Engage Outside Consultants?

Why Salesforce Commerce Cloud Negotiations are Different

How Much Does a Salesforce Implementation Cost?

Negotiating with Salesforce - Seven things you need to know about how Salesforce looks at a deal

Guide to Salesforce Pricing: How Much should Salesforce Cost in 2021?

Understanding how Salesforce Negotiates

Understanding Microsoft’s Negotiation Strategies

The Negotiator Guru Names Chrissy Hudson as New Director of Operations and Corporate Affairs

The truth about Salesforce Enterprise License Agreements (SELA)...is it right for you?

How to Create a Salesforce Roadmap

Confidential Clients: Why We Do It

7 Most Common Mistakes to Avoid When Negotiating Your Salesforce Agreement

Best Practices for IT Sourcing During Merger & Acquisition Initiatives

My 3 Guiding Principles for The Negotiator Guru

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