Category: Software Negotiation

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%.

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.

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.

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.

The Difference Between Gartner & The Negotiator Guru

7/1/2020

Gartner, at its core, is a market intelligence firm. It uses a wide-angle lens to give you a big-picture view of market and industry trends. You can use their data as general negotiation guidance and add their toolkits to your own.

There is absolutely value in this broad-stroke model but it can be limiting when it comes to looking for data and resources that more specifically mirror the size and needs of your organization.

Quid Pro Quo: Salesforce & Salesforce Consulting Partners

5/16/2020

We commonly get asked the following questions in varying forms:

Is The Negotiator Guru (TNG) a Salesforce Partner? Are you on the AppExchange?
What are the differences between TNG and a Salesforce Partner?
Why can’t my Salesforce Partner advise me on the best possible rates/products for my Salesforce environment?

What to Look Out for When Negotiating with ERP Providers like Oracle & SAP

5/6/2020

Do you know how to protect yourself and stay in the driver’s seat during contract negotiations so that you won’t be held ransom by your ERP provider?

In this article, we’re going to outline the top things you need to take into consideration when negotiating contracts with Oracle, SAP, and any other ERP system.

A 3-Step Process to Reduce Your IT Spend 25% Or More

4/28/2020

In the latest meeting with your company’s executives, the ultimate goal was the same as ever - increase revenue, decrease spend.

Do more, with less.

Your directive is to find a 10% cost savings in the next year and you are looking for some quick, streamlined ways to achieve that goal.

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