The situation
A global engineering and design consultancy was renewing a $65M Autodesk agreement covering design and construction software across multiple countries. Autodesk had moved the account onto its named-user model, and the renewal carried a significant uplift tied to licensing changes rather than to any increase in what the client was using.
The client's procurement team had run a full negotiation and Autodesk had stopped moving. On a design platform with no realistic substitute mid-project, the vendor was comfortable holding its position.
What we found
Deal IQ unpacked the quote and compared it against our own pricing data and a subject matter expert who had sold for Autodesk. The increase was higher than what Autodesk accepts on agreements of this size, and the account team had more room than it was presenting.
What an account team can approve and what Autodesk will ultimately accept are different numbers. Knowing where that line sits, and what has to happen for the vendor to cross it, is what moved this deal.
The result
- “Best and final”
- $65.0M
- Final negotiated price
- $50.8M
- Reduction against “best and final”
- 22%
- Savings
- $14.2M
No change to the products the client uses. No change to scope.
Takeaways
- A further 22% after the vendor had already stopped moving
- A $65M agreement renegotiated without any change to scope
- “Best and final” was a position, not a floor
Frequently asked questions
Can Autodesk pricing be negotiated after a best and final?
Yes. Best and final is a sales position, not a floor. This agreement moved 22% after the client had already completed their own negotiation.
How long does an Autodesk renewal negotiation take?
A Deal IQ engagement averages four business days. Some take longer, depending on the client's own timeline, the size of the agreement and how many countries it covers.
Do we have to reduce our license count to get a better price?
No. This agreement closed with scope unchanged, as the vast majority of our engagements do.
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