Every month, our senior consultants — former Oracle, Microsoft, SAP, AWS and Google Cloud executives — publish what they wish enterprise buyers had known when they were on the other side of the table.
One email per month. Unsubscribe any time. No sales pitches — just intelligence that shifts negotiations in your favour.
Each edition is written by a senior consultant with direct insider experience in the relevant vendor. We cover what is actually happening in vendor commercial teams — pricing changes, audit activity, contract term shifts, and the tactics being deployed against buyers right now.
What vendors are actually charging versus their published rates. Where discounts are being granted and where they're tightening. Benchmark data from our active engagements, anonymized and aggregated for your use in negotiations.
Deep analysis of specific contract terms that are being used to extract unexpected value from enterprise buyers. Audit triggers, auto-renewal traps, usage definition changes, and the clauses vendors push when they think buyers aren't watching.
The specific tactics vendor sales and legal teams use at each stage of renewal and negotiation cycles — and the counter-strategies that neutralize them. Written by people who used these tactics themselves and know exactly how they're deployed.
What is changing in the enterprise software and cloud market that will affect your next renewal. Vendor acquisition activity, product discontinuations, licence model shifts, and the commercial implications of announcements your vendor hopes you'll overlook.
Current audit activity levels across major vendors. Which vendors are running increased audit programmes, in which sectors, and with what methodologies. Advance warning before the audit letter arrives is worth considerably more than a response strategy after.
Anonymized summaries of recent engagements — what the initial vendor position was, what tactics were used, what the outcome was, and what the key leverage points proved to be. Real data, real outcomes, real learning.
A selection of topics from recent editions of Negotiation Intelligence
Negotiation Intelligence is not a general IT newsletter. It is written specifically for the senior leaders who own enterprise technology relationships and sign the contracts. Our readership is deliberately senior — and deliberately small relative to general IT publications — because the content is only valuable if it reaches the people who can act on it.
We do not publish sponsored content. We do not accept advertising from technology vendors. We do not write about products we have not personally negotiated against. Every edition is reviewed by a senior consultant before publication.
"The Oracle Java analysis in the February edition saved us from accepting a claim we would have considered legitimate. We used the contractual arguments directly in our response. Invaluable."VP IT Infrastructure — Global Retail Group (Fortune 200)