The situation
A major financial institution has brought Deal IQ its key technology contracts for six years, across software, cloud and infrastructure.
High vendor concentration, complex governance and continuous renewal cycles created persistent pricing pressure. The institution needed both major strategic savings and ongoing support across smaller spend.
What we found
What a relationship this long changes is not the analysis. It is that we know how the institution works: who approves what, where decisions stall, and how to move a negotiation through complex governance without creating friction internally.
Six years in, it is smooth. An engagement starts at the negotiation rather than at the introductions, and that holds across contract types and sizes.
The result
- Engagements
- 11
- Period
- Six years
- Largest savings
- Cisco $4.4M, Adobe $1.6M, Splunk $1.5M
- Total savings
- $9.6M
The relationship now spans software, cloud and infrastructure, with the key contracts coming to us as they come up.
Takeaways
- 11 engagements over six years, run as each contract came up
- Savings on both major renewals and smaller spend
- Familiarity with the institution, not only with its vendors
Frequently asked questions
What does a long-term relationship actually change?
Familiarity with the client, not just the vendor. Knowing who approves what and how decisions get made internally often helps shape the success of a negotiation.
What does a long-term negotiation relationship look like?
Contracts come to us as they come up for renewal. There is no retainer and no program to administer.
Do you work alongside an existing sourcing team?
Yes, in most cases. Deal IQ is complementary to a sourcing function, adding expertise and execution capability across contracts and categories.
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