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Research Library

Intelligence That Shifts
the Balance of Your
Next Negotiation.

Fifteen practitioner-authored white papers covering every major vendor and contract scenario. Written by former senior executives who built these systems — and now advise the buyers who use them.

Vendor Negotiation Playbooks
01
The Oracle Negotiation Playbook
ULA exits, Java reclassification, audit defence and support cost reduction — the complete Oracle negotiation framework.
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02
Microsoft EA Negotiation Guide
EA renewal structure, Copilot bundle tactics, Azure MACC commitments and true-up optimisation strategies.
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03
SAP S/4HANA Migration Negotiation Guide
Navigate RISE pricing, indirect access exposure and maintenance reduction before your S/4HANA migration window.
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04
Salesforce Renewal Playbook
Auto-renewal traps, seat ratchet clauses, Einstein AI pressure and multi-cloud consolidation tactics at renewal.
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05
VMware / Broadcom Survival Guide
Post-acquisition pricing transformation, VCF bundle coercion and strategies for reducing or exiting your VMware commitment.
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06
IBM Licensing & Negotiation Guide
Sub-capacity complexity, Passport Advantage renegotiation and mainframe cost reduction strategies.
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07
Cisco EA Negotiation Playbook
EA programme negotiation, software subscription transition and SmartNet renewal cost reduction.
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08
ServiceNow Optimisation Guide
Pro Plus upsell defence, AI module bundling and renewal negotiation in a single-vendor market.
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09
Workday HCM & Finance Negotiation Guide
Worker count true-ups, AI module premium pressure and term extension negotiation strategies.
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Cloud & SaaS Frameworks
10
Cloud Contract Negotiation Framework
AWS EDP, Azure MACC, Google CUD — structuring committed spend agreements without the hidden penalties.
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11
SaaS Contract Optimisation Guide
Portfolio rationalisation, auto-renewal defence and seat count right-sizing across your SaaS estate.
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12
IT Outsourcing Negotiation Guide
Managed services, SI engagements and multi-year outsourcing renegotiation frameworks.
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AI, Audit & Strategy
13
AI Contract Red Flags: What to Watch Before You Sign
The clauses in Copilot, Gemini and Bedrock contracts that create long-term lock-in and escalating costs.
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14
Vendor Audit Defence Handbook
How to respond to Oracle, SAP, IBM and Microsoft audits. Written by former audit executives who ran these programmes.
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15
CIO Contract Governance Framework
Building an enterprise contract governance structure that prevents vendor lock-in before it happens.
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