The situation
A large consumer health enterprise sought to reduce IT and operational spend across software, professional services and telecom.
Pricing pressure was rising across the major platforms, while services and telecom sat with different owners and were rarely looked at together. The client wanted savings across all three.
What we found
Deal IQ negotiates well beyond software. Professional services and telecom are categories we run ourselves, so the client got the same expertise and the same results on their EY rate card and their AT&T agreement as on Salesforce and Microsoft.
8 negotiations across the three categories, with savings in every one of them.
The result
- Negotiations
- 8
- Categories
- Software, professional services, telecom
- Largest savings
- AT&T $1.2M, Salesforce $1.2M, EY $1.0M, Microsoft $949K
- Total savings
- $5.4M
Savings in software, professional services and telecom.
Takeaways
- Savings in software, professional services and telecom
- Eight negotiations run for one client across three categories
- A different approach in each category, with the same expertise, speed and execution behind it
Frequently asked questions
Does Deal IQ negotiate beyond software?
Yes. This client ran eight separate negotiations with Deal IQ across software, professional services and telecom. We hold the expertise in all three, so they did not have to find a different firm for each one.
Are professional services rates negotiable?
Yes, though the levers differ from software. Rate structure, delivery model and blended-rate composition are usually where the value sits.
Can Deal IQ cover all three categories?
Yes. We have the team, the category expertise and the subject matter experts for all three, which is why we negotiate professional services and telecom ourselves rather than treating them as adjacent to the software work.
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