Research Video Library

237 briefings. Your side of every renewal.

Short, dense video briefings from the Redress analyst desk: what moves a Microsoft EA, an Oracle ULA, a SAP estate, a ServiceNow remap. Every briefing opens with the question that decides the deal, carries a chaptered agenda you can jump through, and has its own watch page with the full transcript. Free, no gate.

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The negotiation, on camera.

Written from the desk of the publisher, rebuilt from the desk of the client, and delivered in minutes rather than pages. Use the index to jump to a vendor, search the library, or open a briefing's agenda to land on the exact minute you need. Every card leads to a watch page with chapters, share links, and the complete narration transcript for the readers on your team.

237
Video briefings
35
Vendor practices
18.6h
Of analyst briefings
100%
Free, transcript included
Oracle

Oracle briefings 32

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Oracle Java in 2026: GLAS Letters, the Audit Cap, and the JMS Self Audit 5:31
Oracle

Oracle Java in 2026: GLAS Letters, the Audit Cap, and the JMS Self Audit

Three years of friendly Java outreach have given way to formal GLAS audit letters, renewal letters that remove the one audit per 36 months cap and reset headcount, and a free Java Management Service that is a self audit with the exceptions removed. JDK 21's free window closes in September 2026. The three instruments, the 8,000 employee illustration, and the sequence that keeps control.

Agenda · 7 chapters
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Audit, or Not 4:32
Oracle

Audit, or Not

Session 5 of the Oracle Java Employee Agreement series. The opening shot is usually a download log entry against your email domain, not a renewal calendar. How the retroactive claim is built, why a three year window is a convention rather than a limit, and the four layers of the arithmetic that are each independently contestable.

Agenda · 7 chapters
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Benchmarking a ULA Proposal 4:09
Oracle

Benchmarking a ULA Proposal

Session 5 of the Oracle ULA Series. What good looks like before you sign: the deployment forecast that has to be true, price per unit against the equivalent perpetual purchase, and the questions that expose a proposal sized for Oracle's revenue rather than your growth.

Agenda · 7 chapters
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Benchmarking: What Others Actually Pay 4:16
Oracle

Benchmarking: What Others Actually Pay

Session 3 of the Oracle Java Employee Agreement series. Signed discounts landed twenty two to forty one percent off the opening quote. What the published ladder is really worth as a starting point, how an eight percent compounding uplift adds four hundred thousand dollars to a three year commitment, and the minimum annual floor in one order in three.

Agenda · 7 chapters
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Counting: Where the Disputes Happen 4:14
Oracle

Counting: Where the Disputes Happen

Session 8 of the Oracle ULA Series. Virtualisation, public cloud, disaster recovery, dev and test, partner hosted systems. Cloud counting is disputed in roughly half of engagements, and the fix is contract language agreed at signature rather than argued at certification.

Agenda · 7 chapters
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Life After Certification 4:12
Oracle

Life After Certification

Session 11 of the Oracle ULA Series. Ten years of support on a certified position costs roughly two and a half times the licence value itself. What you now own, what the count constrains, the governance that has to arrive with the certificate, and the options certification hands back.

Agenda · 7 chapters
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Maximisation, Done Properly 4:18
Oracle

Maximisation, Done Properly

Session 7 of the Oracle ULA Series. Structured preparation lifts certified quantities 20 to 45 percent over passive reporting. What that programme actually is, and the clear line between maximising a right you hold and claiming something you cannot defend.

Agenda · 7 chapters
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Negotiating: The Term, Not the Rate 4:29
Oracle

Negotiating: The Term, Not the Rate

Session 4 of the Oracle Java Employee Agreement series. The rate is one year of the deal and the clauses are all three. The employee definition written into the order, the uplift cap, the floor removed, the renewal quantity clause, and the one thing that moves an Oracle number more than any argument: a documented alternative.

Agenda · 7 chapters
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Optimising: The Count and the Band 4:24
Oracle

Optimising: The Count and the Band

Session 2 of the Oracle Java Employee Agreement series. Oracle's quoted employee count ran eighteen to twenty eight percent above what buyers could defend. The eight words that decide contractor scope, the band cliff worth two hundred and sixty nine thousand dollars, and the six windows where ordering more than your headcount is strictly cheaper.

Agenda · 7 chapters
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Renew or Exit, and How We Help With Either 4:37
Oracle

Renew or Exit, and How We Help With Either

Session 6 of the Oracle Java Employee Agreement series. At twelve thousand employees an OpenJDK exit models at one point seven three million over three years against two point one to two point eight for a negotiated subscription. What the estate really looks like, why hybrid is the worst of the three, what notice actually requires, and how Redress works either side of the decision.

Agenda · 7 chapters
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The Money: What a ULA Costs and How It Is Priced 4:22
Oracle

The Money: What a ULA Costs and How It Is Priced

Session 4 of the Oracle ULA Series. The fee is the visible part. Support at 22 percent with an 8 percent default uplift is the business, and it compounds long after the term ends. Why year five is the number that decides whether a ULA was worth it.

Agenda · 7 chapters
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ULA or PULA 4:16
Oracle

ULA or PULA

Session 3 of the Oracle ULA Series. The perpetual variant has no term end, no certification day and no exit. Support is locked for life against an inflating base. When a PULA genuinely fits, and why the missing certification day is the thing to price.

Agenda · 7 chapters
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What a ULA Actually Is 4:12
Oracle

What a ULA Actually Is

Session 1 of the Oracle ULA Series. Unlimited deployment of a defined product set, for defined entities, in defined territories, for a fixed term, ending in a certification that fixes your position for a decade. Every word in that sentence is a limit.

Agenda · 7 chapters
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What Is Not In Your ULA 4:20
Oracle

What Is Not In Your ULA

Session 2 of the Oracle ULA Series. Products not listed, entities outside the grant, unlisted territories, disaster recovery and cloud regions. Where compliance exposure gets created by the very agreement you believed had removed it.

Agenda · 7 chapters
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What You Actually Signed 4:27
Oracle

What You Actually Signed

Session 1 of the Oracle Java Employee Agreement series. In January 2023 Oracle moved Java SE to a per employee subscription that counts your whole payroll and ignores your estate entirely. What the metric measures, the eight words that decide the largest disputes, and why the billing clock and the licence printed on each binary do not run together.

Agenda · 7 chapters
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Application Users: Authorisation, Not Activity 4:28
Oracle

Application Users: Authorisation, Not Activity

Session 2 of the Oracle EBS Licensing Series. An Application User is a named individual authorised on a module, whether or not they ever log in, and one person on four modules is four licences. The dormant thirty to forty percent, the reconciliation that cuts counts by a fifth to a third, and the legacy concurrent paper that audit scripts systematically misread.

Agenda · 6 chapters
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Employee and Revenue: The Metrics That Grow Without You 4:47
Oracle

Employee and Revenue: The Metrics That Grow Without You

Session 3 of the Oracle EBS Licensing Series. The Employee metric counts the population a module serves, not the people who use it, and revenue metrics reprice on financial results entirely outside IT control. The same module on three metrics, what each does under growth, acquisition and outsourcing, and the five questions to answer in writing before a line signs.

Agenda · 6 chapters
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How an EBS Estate Drifts Out of Compliance 4:10
Oracle

How an EBS Estate Drifts Out of Compliance

Session 5 of the Oracle EBS Licensing Series. An EBS estate rarely goes out of compliance by buying too little. It drifts in place, with no purchase order and no decision: helpdesk granted responsibilities, self service populations sliding into professional grade, database options enabled by default, and the restricted use boundary crossed by ordinary reporting work.

Agenda · 6 chapters
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Modules, Prerequisites, and the Shelf 4:36
Oracle

Modules, Prerequisites, and the Shelf

Session 4 of the Oracle EBS Licensing Series. Owning Purchasing does not license iProcurement, and owning Core HR does not license Payroll. Why every module is its own entitlement, which dependencies quietly need two lines instead of one, the modules that always end up on the shelf, and the four way reconciliation that finds both directions of the error.

Agenda · 6 chapters
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The Negotiation, and the Baseline That Ends It 4:23
Oracle

The Negotiation, and the Baseline That Ends It

Session 6 of the Oracle EBS Licensing Series. Negotiate the metric, not the discount, because the discount applies once and the metric applies every year. The support arithmetic that decides the ten year bill, the proactive licensing that lands forty to sixty percent below an opening audit position, and why no technical deadline forces you to convert anything.

Agenda · 6 chapters
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There Is No EBS Licence: Only Lines 4:45
Oracle

There Is No EBS Licence: Only Lines

Session 1 of the Oracle EBS Licensing Series. Oracle E-Business Suite is licensed module by module, each with its own metric, and the metric you accept at purchase governs your cost for a decade. The foundation session: why the module is the entitlement, why support is 72 percent of the ten year bill, and why the database underneath is usually the bigger number.

Agenda · 6 chapters
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How to Negotiate an Oracle OCI Deal: The Discount Is Set. The Deal Is Not. 4:41
Oracle

How to Negotiate an Oracle OCI Deal: The Discount Is Set. The Deal Is Not.

OCI discounts are set by commitment volume, so the negotiation is the commit itself: Support Rewards at 25 to 33 cents per dollar, multicloud rights across Azure, AWS, and Google, and the higher discounts earned by workloads migrating off other clouds.

Agenda · 7 chapters
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How to Negotiate an Oracle ULA: No Price List, Just Your Business Case 4:30
Oracle

How to Negotiate an Oracle ULA: No Price List, Just Your Business Case

There is no price list: the ULA fee is a story built from your estate and your growth. Give conservative growth answers, keep the product list narrow, model the breakeven yourself, and negotiate the certification exit before you sign.

Agenda · 7 chapters
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How to Negotiate the Oracle Java Employee Agreement: Honest Leverage in a Captive Deal 4:43
Oracle

How to Negotiate the Oracle Java Employee Agreement: Honest Leverage in a Captive Deal

Priced per employee, every employee, from $15 down to $5.25. At renewal your leverage is thin and OpenJDK threats rarely land. The one-year runway, trading through the wider Oracle relationship, and containing what you sign.

Agenda · 7 chapters
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How to Negotiate Your Oracle SaaS Renewal: The Five Moves at the Table 4:17
Oracle

How to Negotiate Your Oracle SaaS Renewal: The Five Moves at the Table

Scope before price: strip the 18 to 32 percent of inactive bundle modules first. Kill the escalator with a 0 to 3 percent cap that survives the term, trade term for protections, refuse the easiest-path module bundling, and close on Oracle's May 31 clock.

Agenda · 7 chapters
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How to Prepare for Your Oracle SaaS Negotiation 4:05
Oracle

How to Prepare for Your Oracle SaaS Negotiation

The 90-day renewal proposal with a 9 to 12 percent uplift is the bill for not preparing. The ARR compensation game, the utilization audit that finds 30 to 50 percent shelfware, benchmarks targeting 0 to 3 percent, one costed alternative, and sequencing toward May 31.

Agenda · 7 chapters
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Microsoft

Microsoft briefings 25

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Azure MACC Negotiation, Part 1: Talking Points on the Chip, the Baseline, and the Burn 4:22
Microsoft

Azure MACC Negotiation, Part 1: Talking Points on the Chip, the Baseline, and the Burn

An Azure commitment is a chip inside the whole Microsoft relationship, and it is the chip Microsoft wants most. The talking points from the VendorBenchmark Azure MACC prep: the four shifts, what you assemble, how the account team is paid, why the commit sizes below your forecast, and the five sentences that reprice the deal against you.

Agenda · 6 chapters
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Azure MACC Negotiation, Part 2: Negotiation Prep, One Motion, One Close 4:29
Microsoft

Azure MACC Negotiation, Part 2: Negotiation Prep, One Motion, One Close

The negotiation prep from the VendorBenchmark Azure MACC briefing: the framing call and the highest value sentence in the playbook, the five questions, the deconstruction call's six moves from the baseline to the cross trade, the close call checklist across the whole relationship, and how to customize the script.

Agenda · 6 chapters
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Azure and the MACC: Where the Leverage Actually Is 4:04
Microsoft

Azure and the MACC: Where the Leverage Actually Is

Session 8 of the Microsoft EA Renewal 2027 Series. Microsoft will move on Microsoft 365 and Copilot pricing to land a bigger Azure commitment. How to size the commit on your own consumption rather than their forecast, and the six protections worth more than the discount.

Agenda · 7 chapters
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Copilot: Prove It Before You Commit 4:22
Microsoft

Copilot: Prove It Before You Commit

Session 6 of the Microsoft EA Renewal 2027 Series. Thirty dollars a seat on top of a suite that just went up, against an adoption record where a third of seats go unused in ninety days. How to pilot, measure, and buy Copilot in tranches instead of at renewal.

Agenda · 7 chapters
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Cowork, Agents and Copilot Credits 4:39
Microsoft

Cowork, Agents and Copilot Credits

Session 7 of the Microsoft EA Renewal 2027 Series. The metered layer arriving beside the seat: Cowork billed per task, Agent 365 governing the agents, and Copilot Credits underneath both. How to forecast a consumption tail nobody can predict, and what to negotiate before you sign it.

Agenda · 7 chapters
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Does the EA Survive? EA, MCA-E and CSP in 2027 4:49
Microsoft

Does the EA Survive? EA, MCA-E and CSP in 2027

Session 3 of the Microsoft EA Renewal 2027 Series. New EA enrolments closed, smaller organisations lost eligibility, and Microsoft has committed to EA renewals only through 2027. How to choose your vehicle on numbers, and how a credible MCA-E path becomes leverage.

Agenda · 7 chapters
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Read Your Own Estate First 4:01
Microsoft

Read Your Own Estate First

Session 4 of the Microsoft EA Renewal 2027 Series. Entitlements against assigned against actually active, from your own admin centre rather than the account team's deck. Where shelfware hides in a Microsoft estate, and why the customer with the file pays less.

Agenda · 7 chapters
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The Negotiation: When to Start, What to Ask, How It Ends 4:32
Microsoft

The Negotiation: When to Start, What to Ask, How It Ends

Session 11 of the Microsoft EA Renewal 2027 Series. The eighteen month countdown, their 30 June year end, the approval chain behind the account team, what is genuinely winnable in this cycle, and the last six weeks where value quietly leaks out of a good deal.

Agenda · 7 chapters
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The Optimisation Pass 4:27
Microsoft

The Optimisation Pass

Session 10 of the Microsoft EA Renewal 2027 Series. The money you take out of the estate before anyone discusses a discount: the tier mix, the frontline population, duplicate tooling, dormant assignments, and why every dollar removed here is removed three times.

Agenda · 7 chapters
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The Price Increases, Stacked 4:37
Microsoft

The Price Increases, Stacked

Session 2 of the Microsoft EA Renewal 2027 Series. The arithmetic nobody sends you: the discount level reset, the July 2026 suite rise, the product level increases, and the support percentage that compounds all of it into a renewal number your budget has never seen.

Agenda · 7 chapters
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Unified Support: The Multiplier 4:15
Microsoft

Unified Support: The Multiplier

Session 9 of the Microsoft EA Renewal 2027 Series. Support priced as a percentage of licence spend rises every time your licences do, on top of its own escalation. The tiers, the alternatives that benchmark 20 to 40 percent cheaper, and why this one has to start a year out.

Agenda · 7 chapters
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Where to Start, and How We Can Help 4:08
Microsoft

Where to Start, and How We Can Help

Session 12 of the Microsoft EA Renewal 2027 Series. The whole series in one place: the three moves any EA customer can make this quarter without help, an honest account of where an independent advisor changes the outcome, and how to talk to us about your 2027 renewal.

Agenda · 7 chapters
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Your 2027 Renewal Is Not Your 2024 Renewal 4:45
Microsoft

Your 2027 Renewal Is Not Your 2024 Renewal

Session 1 of the Microsoft EA Renewal 2027 Series. The discount levels are gone, the suites cost more, support multiplies both, and the EA itself is only committed through 2027. What changed, what it does to your renewal, and where you should already be today.

Agenda · 7 chapters
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5 Tips for Your Microsoft Negotiation 3:58
Microsoft

5 Tips for Your Microsoft Negotiation

Never pick from the Multiple Equivalent Offers menu, right-size before pricing, split the stack so Azure never subsidizes M365 optics, bring a calendar and a credible partial no, and convert the relationship into contract language.

Agenda · 7 chapters
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How to Prepare for Your Microsoft EA Renewal in 2027 4:21
Microsoft

How to Prepare for Your Microsoft EA Renewal in 2027

Your agreement may not exist for you anymore: the EA retirement wave, the MCA-E and CSP doors, the Multiple Equivalent Offers pattern, capping 2027 price risk after the July 2026 E5 increase, and the eighteen-month clock against June 30.

Agenda · 7 chapters
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Microsoft EA: Where the Leverage Really Is, and the Mistakes That Give It Away 4:06
Microsoft

Microsoft EA: Where the Leverage Really Is, and the Mistakes That Give It Away

Leverage lives in Microsoft's calendar and targets, and in credible movement at the edges of the estate. The three mistakes that hand it back: the copy-paste renewal, everyone-gets-everything licensing, and price-only negotiation under their clock.

Agenda · 7 chapters
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Negotiating Microsoft E5, E7, and Copilot Cowork: The Two-Layer Bill 4:51
Microsoft

Negotiating Microsoft E5, E7, and Copilot Cowork: The Two-Layer Bill

E7 at $99 vs $117 in components, and the truth proposals omit: $99 is the governance floor. Agent execution bills separately through Copilot Credits with no rollover, Security Copilot overages at $6 per unit, and Cowork priced as license plus meter.

Agenda · 7 chapters
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Running the Microsoft EA Negotiation: Sequence, Counters, and the Close 4:03
Microsoft

Running the Microsoft EA Negotiation: Sequence, Counters, and the Close

Scope first, always. The one-sheet counter to the Multiple Equivalent Offers, pricing Microsoft's asks as sellable gives, business-desk escalation on evidence toward June 30, and a close that is a document, not a meeting.

Agenda · 7 chapters
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The Microsoft EA Preparation Playbook: The Work That Wins the Renewal 4:02
Microsoft

The Microsoft EA Preparation Playbook: The Work That Wins the Renewal

Five workstreams in order: the license position, the usage file, the demand forecast, the benchmark and alternatives files, and the ask list drafted before Microsoft drafts theirs, with the executives aligned before the first meeting.

Agenda · 7 chapters
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Salesforce

Salesforce briefings 22

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Salesforce Headless 360: The Meter That Has No Price Yet 5:22
Salesforce

Salesforce Headless 360: The Meter That Has No Price Yet

Headless 360 is an architecture, not a SKU: agents run Salesforce through APIs and MCP tools, and the cost flows through Flex Credits, per user add ons, Data 360 credits and your API allocation. Two of the meters headless traffic uses most have no price yet. Why January 2027 matters, the 2,500 seat illustration, and the terms to secure in writing before you renew.

Agenda · 7 chapters
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Read Your Own Estate First 4:55
Salesforce

Read Your Own Estate First

Session 3 of Negotiating a Salesforce SELA. Entitled against active, cloud by cloud. Eight hundred and twenty seats paid for and unused across Sales and Service, six hundred Communications Cloud seats with a hundred and eighty active, and a MuleSoft credit allotment running at fifty nine percent. The evidence that made every later lever possible.

Agenda · 7 chapters
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Seven Levers, Filed in Writing 4:42
Salesforce

Seven Levers, Filed in Writing

Session 5 of Negotiating a Salesforce SELA. Active user count, bundle decomposition, the uplift cap, the Communications Cloud descope, converting the MuleSoft allotment to a drawdown pool, the auto renewal off ramp and a seat reduction right. Seven levers filed four months ahead, and what each one was actually worth.

Agenda · 7 chapters
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The Benchmark: What Fifty Seven Agreements Say 4:37
Salesforce

The Benchmark: What Fifty Seven Agreements Say

Session 4 of Negotiating a Salesforce SELA. The carrier's run rate compared against fifty seven Salesforce enterprise agreements in the same cluster, held against per user list, per cloud bundle discount and the consumption metrics. Five gap dimensions from twenty three to thirty five percent, and a benchmark thirty two percent below the proposal.

Agenda · 7 chapters
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The Close, and What Held 4:37
Salesforce

The Close, and What Held

Session 6 of Negotiating a Salesforce SELA. Thirty percent net reduction, a two percent uplift cap that held for the full term, three flexibility clauses no peer carrier had won, and a settlement closed sixty days early so the year end push never arrived. What transferred to any SELA, and the five moves to start with.

Agenda · 7 chapters
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The Proposal Lands: Twelve Months Out, Fourteen Percent Up 4:53
Salesforce

The Proposal Lands: Twelve Months Out, Fourteen Percent Up

Session 1 of Negotiating a Salesforce SELA. A carrier running seven Salesforce clouds at forty two million a year gets its renewal proposal twelve months early, at a fourteen percent uplift. What a SELA actually is, why the early proposal is a sales motion rather than a courtesy, and the calendar that decides who is under pressure.

Agenda · 7 chapters
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Unlimited Is Still a Number 5:01
Salesforce

Unlimited Is Still a Number

Session 2 of Negotiating a Salesforce SELA. Seven in ten of the agreements we reviewed framed themselves as unlimited while still metering consumption and only truing forward. Where the meters hide, what a true forward only structure costs on decline, and how to find the break even user count before you agree to a fixed fee.

Agenda · 7 chapters
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Agentforce 360, Headless 360 and Your Next Renewal 5:11
Salesforce

Agentforce 360, Headless 360 and Your Next Renewal

Session 11 of the Salesforce Negotiation Series. The platform rebrand, Informatica inside Data 360, MuleSoft repackaged, and Headless 360 turning the platform into APIs and agents. What a roadmap does to per user pricing, and how to negotiate against products that do not exist yet.

Agenda · 7 chapters
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Estimating Agentforce Before You Sign 4:51
Salesforce

Estimating Agentforce Before You Sign

Session 10 of the Salesforce Negotiation Series. Conversations, Flex Credits and per user editions priced side by side: the actions per conversation that decide your model, the breakeven near twenty, what the bundled allowances are really worth, and the consumption protections to negotiate.

Agenda · 7 chapters
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Every Salesforce Product Is a Different Negotiation 5:50
Salesforce

Every Salesforce Product Is a Different Negotiation

Session 2 of the Salesforce Negotiation Series. The edition ladder to Agentforce 1, full CRM against Platform licences, the metric behind each cloud, and the acquired estate from MuleSoft to Informatica. Different metric, different discount depth, different negotiation.

Agenda · 7 chapters
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Five Terms You Only Get at the First Purchase 4:14
Salesforce

Five Terms You Only Get at the First Purchase

Session 5 of the Salesforce Negotiation Series. Uplift caps, price holds, swap rights, true down rights and exit flexibility: the protections that are winnable while Salesforce is still selling, and gone once you are installed. Clauses first, discount last.

Agenda · 7 chapters
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How Salesforce Sells: Reading the Machine 5:20
Salesforce

How Salesforce Sells: Reading the Machine

Session 1 of the Salesforce Negotiation Series. The 31 January fiscal year, the quota machine behind your account team, and the price environment after the August 2025 increase. Timing sets the price before anyone negotiates, and this session shows you how to read the clock.

Agenda · 7 chapters
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Know Which Negotiation You Are In 4:13
Salesforce

Know Which Negotiation You Are In

Session 4 of the Salesforce Negotiation Series. New purchase, renewal, expansion, early renewal, downsize, SELA and corporate events: seven different negotiations with different leverage physics, and the category mistakes that cost more than any discount.

Agenda · 7 chapters
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Shrinking a Salesforce Estate 4:44
Salesforce

Shrinking a Salesforce Estate

Session 9 of the Salesforce Negotiation Series. Reductions against the no true down default: the evidence that makes a cut credible, trading shelfware for products Salesforce wants to sell, divestitures and carve outs, and the distressed renewal where the estate must shrink.

Agenda · 7 chapters
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The Early Renewal: Their Favourite Play 4:54
Salesforce

The Early Renewal: Their Favourite Play

Session 8 of the Salesforce Negotiation Series. The pull forward pitched as a year end favour: when locking price early genuinely serves you, when it quietly resets your clock and spends your leverage, and the four questions that tell the two apart.

Agenda · 7 chapters
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The Order Form Is the Contract 5:31
Salesforce

The Order Form Is the Contract

Session 3 of the Salesforce Negotiation Series. The MSA, the order form and the Product Terms: which document binds you, how to read a Salesforce quote, and the five checks to run before any signature. Nothing said on a call survives unless it is typed on the order form.

Agenda · 7 chapters
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The Salesforce Negotiation, End to End 4:52
Salesforce

The Salesforce Negotiation, End to End

Session 12 of the Salesforce Negotiation Series. One estate, one calendar: a renewal, an Agentforce expansion and a MuleSoft co term sequenced into a single position against their year end. The term sheet, the team, the approval chain, and the final week.

Agenda · 7 chapters
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5 Ways to Win Your Salesforce Negotiation 4:50
Salesforce

5 Ways to Win Your Salesforce Negotiation

Agentforce 360, Data 360, and the early renewal play. Einstein 1 became the Agentforce editions and every quote now references the higher price book. What to separate, what to cap, and why the early renewal is their trade to pay for.

Agenda · 7 chapters
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Negotiating Agentforce and Data Cloud: The Credit Economy 4:06
Salesforce

Negotiating Agentforce and Data Cloud: The Credit Economy

Three currencies, three discount curves: Flex Credits, conversations, and Data Cloud credits. Vendor forecasts run 30 to 50 percent high and buyers burn 45 to 70 percent of commits. Sizing from telemetry, capping the 7 to 12 percent uplift, and keeping the AI severable.

Agenda · 7 chapters
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Negotiating the Salesforce SELA: Unlimited Is Still a Number 3:53
Salesforce

Negotiating the Salesforce SELA: Unlimited Is Still a Number

Enterprise license agreements carry thresholds sized to your needs at signature, and overages run 2 to 3x your rate. Finding the number inside the unlimited, proven vs speculative demand, the floor that never moves, and pricing the exits before you enter.

Agenda · 7 chapters
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Google

Google briefings 18

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Negotiating the Google AI Deal: Seven Meters Behind One Number 5:20
Google

Negotiating the Google AI Deal: Seven Meters Behind One Number

The Google AI proposal is one committed spend number hiding at least seven billing surfaces: Workspace with Gemini, agent seats and overage, Vertex tokens on introductory rates, media generation, developer seats, the cloud commit and the security stack. How Google packages them, the 5,000 seat illustration, and the sequence that keeps every consumption line inside a ceiling you control.

Agenda · 7 chapters
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Responding on the Consumption Side: Eight Moves and the Ramped Commit 4:18
Google

Responding on the Consumption Side: Eight Moves and the Ramped Commit

Session 5 of the Google AI Negotiation Series. Eight moves: forecast in Google's meters, establish the alternative, fix the unit rates past the January reset, cap what cannot be forecast, size any plan below the forecast, size the commit from both sides together, secure the year two terms, and sign on your calendar. Plus the mistakes that cost the most, and how Redress runs the exercise.

Agenda · 6 chapters
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Responding on the Seat Side: Editions, Pilots, and the Pooled Quota 4:10
Google

Responding on the Seat Side: Editions, Pilots, and the Pooled Quota

Session 3 of the Google AI Negotiation Series. Six moves in order: reconcile provisioned to active, map editions to roles, run a Gemini Enterprise pilot with a threshold, pool and cap the quota, protect the base rate, and keep true down. Plus the seat side mistakes and what good looks like at signature.

Agenda · 6 chapters
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The Consumption Side: Tokens, Agents, Avatars, and the Commit 4:28
Google

The Consumption Side: Tokens, Agents, Avatars, and the Commit

Session 4 of the Google AI Negotiation Series. How agents, avatars, and media are sold per unit: Vertex tokens and the January 2027 reset, agents that bill every reasoning pass, video per second, the Gemini Enterprise commit plans with their symmetric downside, the Google Cloud commitment, and the three year illustration line by line.

Agenda · 6 chapters
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The Seat Side: Workspace, Gemini Enterprise, and the True Up 4:12
Google

The Seat Side: Workspace, Gemini Enterprise, and the True Up

Session 2 of the Google AI Negotiation Series. How Gemini is sold per user: the add ons folded into Workspace editions, AI Expanded Access, the Gemini Enterprise seat and its quota, Code Assist, Annual versus Flexible plans, the true up that replaces the audit, and where the seat side money sits line by line.

Agenda · 6 chapters
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Two Sides of the Same House: How Google Sells AI in 2026 4:01
Google

Two Sides of the Same House: How Google Sells AI in 2026

Session 1 of the Google AI Negotiation Series. Gemini is sold per user through Workspace and Gemini Enterprise, and per unit through Vertex AI and the Google Cloud commitment, and one account team sizes the commit from both. The four takeaways, the 50 million dollar illustration against 37.3 million, and the map of the series.

Agenda · 6 chapters
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SAP

SAP briefings 18

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SAP's API Policy and the SuccessFactors 429: Read the Headers Before January 5:35
SAP

SAP's API Policy and the SuccessFactors 429: Read the Headers Before January

SAP's API Policy 4/2026 restricts you to published APIs, introduces fair use throttling and routes agentic AI through SAP's own pathways. SuccessFactors put numbers on it: 600 requests a minute per tenant, soft limits live since August 17, hard 429s from November 13 and January 1, 2027. What breaks under hard mode, the commercial proposal that follows, and how to keep the policy out of SAP's quarter end.

Agenda · 7 chapters
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Building the Honest Baseline 4:26
SAP

Building the Honest Baseline

Session 5 of the SAP RISE Migration Series. One estate in two could not state its own infrastructure and Basis cost. Where the baseline was built properly, RISE raised the five year total in about half of evaluations, usually on sunk run labour and lost hyperscaler credits.

Agenda · 7 chapters
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Digital Access Travels With You 4:39
SAP

Digital Access Travels With You

Session 7 of the SAP RISE Migration Series. Nine document types, roughly one FUE per thousand documents, and the most expensive misconception in the RISE conversation: more than half of buyers assumed the move removed indirect access exposure. The first document volume becomes the renewal floor.

Agenda · 7 chapters
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Five Paths, Five Different Bills 4:41
SAP

Five Paths, Five Different Bills

Session 3 of the SAP RISE Migration Series. Brownfield, greenfield, selective data transition, RISE private edition and on premise are five commercial outcomes, not one technical decision. Buyers leave 15 to 28 percent on the table by anchoring on the recommended path, and brownfield carried 20 to 40 percent of legacy entitlement that no longer mapped.

Agenda · 7 chapters
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Pricing a One Way Door 4:24
SAP

Pricing a One Way Door

Session 10 of the SAP RISE Migration Series. Leaving RISE is a re-implementation and both sides know it. Exit assistance is a fee unless the contract prices data export and transition help, and SAP told the market that termination rights cost it reportable backlog, which makes them currency.

Agenda · 7 chapters
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The 2027 Clock, and Whose It Is 4:43
SAP

The 2027 Clock, and Whose It Is

Session 2 of the SAP RISE Migration Series. Mainstream maintenance for ECC ends 31 December 2027 with extended maintenance to 2030. It is a maintenance date, not a switch off. First conversion quotes ran 25 to 40 percent above the defensible figure, and buyers who opened inside 12 months paid the most.

Agenda · 7 chapters
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The Calendar and the Room 4:43
SAP

The Calendar and the Room

Session 11 of the SAP RISE Migration Series. SAP runs a calendar fiscal year closing 31 December, and a December signature shifts the band 4 to 8 points against mid year on the same scope. Current cloud backlog is the metric the field defends, and scope is what the account team is paid to produce.

Agenda · 7 chapters
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The FUE Count Is the Whole Deal 4:35
SAP

The FUE Count Is the Whole Deal

Session 4 of the SAP RISE Migration Series. First FUE proposals ran 10 to 25 percent above what a clean reclassification supported, a median of about 18 percent, and rebuilding the count from 90 days of transaction logs removed 15 to 30 percent before signing. List runs 220 to 280 euros per FUE per month on private cloud.

Agenda · 7 chapters
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The Meters: BTP Credits and AI Units 4:33
SAP

The Meters: BTP Credits and AI Units

Session 8 of the SAP RISE Migration Series. Committed BTP balances ran 30 to 45 percent above consumption and the true up reset the baseline upward in seven of ten renewals. AI Units meter per action at $0.08 to $0.18 overage, and the platform credit pool triples on documented use cases.

Agenda · 7 chapters
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The Move You Are Actually Being Asked to Make 4:41
SAP

The Move You Are Actually Being Asked to Make

Session 1 of the SAP RISE Migration Series. RISE bundles S/4HANA Cloud private edition, infrastructure and base run services into one subscription priced on Full Use Equivalents. It changes who operates the platform, not who carries the liability, and the perpetual entitlement terminates at signature.

Agenda · 7 chapters
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The Year Four Cliff 4:22
SAP

The Year Four Cliff

Session 9 of the SAP RISE Migration Series. The conversion credit covers years one to three at 50 to 70 percent of perpetual residual value and then drops to zero. Migration credits masked 10 to 18 percent of the steady state, and a step down cap on the legacy maintenance bridge cut that tail 50 to 75 percent.

Agenda · 7 chapters
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What the Bundle Does Not Include 4:35
SAP

What the Bundle Does Not Include

Session 6 of the SAP RISE Migration Series. Five recurring costs sit outside the headline fee and added 15 to 30 percent over the base: digital access, premium support, compute and storage overage, FUE drift, and exit assistance. SuccessFactors, Concur, advanced Ariba, Commerce Cloud and country payroll all license separately.

Agenda · 7 chapters
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5 Tips That Work in SAP Negotiations 3:45
SAP

5 Tips That Work in SAP Negotiations

Decompose everything, fix the counts before the FUE mapping, make 2027 their problem, spend leverage on the out-years instead of year one, and close at the quarter with benchmarks: the 15 to 25 percent that only exists at quarter end.

Agenda · 7 chapters
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How to Prepare for Your SAP Negotiation 4:17
SAP

How to Prepare for Your SAP Negotiation

The 2027 deadline compresses SAP too. Reading the clock correctly, cleaning inflated ECC user counts before SAP builds proposals from them, decomposing every bundle, the three credible alternatives, and closing against the December year end.

Agenda · 7 chapters
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Optimize the Estate First: The SAP Work That Pays for the Negotiation 3:48
SAP

Optimize the Estate First: The SAP Work That Pays for the Negotiation

SAP prices your future from your present, so a bloated estate converts into a bloated subscription. The user cleanup, engine and shelfware rationalization, resolving indirect access on your terms, and converting clean with the credits you earned.

Agenda · 7 chapters
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RISE with SAP Negotiations: Pricing a One-Way Door 4:24
SAP

RISE with SAP Negotiations: Pricing a One-Way Door

Leaving RISE is a re-implementation, and both sides know it. The FUE tier bands, skeptical sizing of every bundle layer, the traps that travel in threes (escalators, auto-renewal, credit forfeiture), the 20 percent renewal-uplift pattern, and selling your flexibility.

Agenda · 7 chapters
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S/4HANA Negotiations: The Discount Is Dead. The Tier Is the Deal. 4:11
SAP

S/4HANA Negotiations: The Discount Is Dead. The Tier Is the Deal.

SAP moved from ad-hoc discounting to tier-based pricing: the FUE band sets the rate. Negotiating the band edges, the user-type mapping as the hidden discount, what remains genuinely negotiable, and protecting the tier at renewal.

Agenda · 7 chapters
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AWS

AWS briefings 17

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AWS EDP Negotiation, Part 1: Talking Points on the Bet Against Your Own Forecast 4:14
AWS

AWS EDP Negotiation, Part 1: Talking Points on the Bet Against Your Own Forecast

An EDP is a bet against your own forecast, and AWS holds the model. The talking points from the VendorBenchmark AWS EDP prep: why the fallback is fine, the four shifts, what you assemble, how the account team is paid and why the deal's shape moves more freely than its rate, and the five sentences that reprice the deal against you.

Agenda · 6 chapters
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AWS EDP Negotiation, Part 2: Negotiation Prep, from the Baseline to the Corridor 4:20
AWS

AWS EDP Negotiation, Part 2: Negotiation Prep, from the Baseline to the Corridor

The negotiation prep from the VendorBenchmark AWS EDP briefing: the framing call and its five questions, the deconstruction call's six moves from the baseline to the corridor and the credits, the close call checklist with exit terms in writing, and how to customize the script for a first deal, a flat renewal, heavy egress, or big AI plans.

Agenda · 6 chapters
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AWS Retires Enterprise On Ramp: The Support Line Nobody Negotiated 5:21
AWS

AWS Retires Enterprise On Ramp: The Support Line Nobody Negotiated

On January 1, 2027 AWS retires Enterprise On Ramp, Business and Developer Support and upgrades On Ramp customers to Enterprise Support automatically. Why no action required means no negotiation, the gross versus net EDP base that swings the support line by twenty percent, and the sequence that turns an automatic upgrade into a negotiated one.

Agenda · 7 chapters
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Negotiating AWS 1: What You Are Actually Signing 3:59
AWS

Negotiating AWS 1: What You Are Actually Signing

EDP and PPA are one instrument now, so name the mechanism instead. The commitment is a floor not a budget, the honest discount range is 5 to 20 percent, AWS pays for term length, and credits are the lever nobody asks for.

Agenda · 7 chapters
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Negotiating AWS 10: Terms That Outlast the Discount 4:59
AWS

Negotiating AWS 10: Terms That Outlast the Discount

The base agreement changes on posting with no notice, service credits require you to prove AWS's outage, there is no durability SLA at all, AI data use is opt in by default across security tooling, and the regulator has closed the file.

Agenda · 7 chapters
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Negotiating AWS 6: Plan the Campaign 4:39
AWS

Negotiating AWS 6: Plan the Campaign

Your account manager cannot price your deal, and two of the three triggers that reach the team who can are things you control. Plus the December clock and the monthly cutoff, the nine month timeline, and the reseller structure to insist on.

Agenda · 7 chapters
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ServiceNow

ServiceNow briefings 16

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ServiceNow Foundation, Advanced, Prime: The Mapping Trap in Your Renewal 5:24
ServiceNow

ServiceNow Foundation, Advanced, Prime: The Mapping Trap in Your Renewal

On April 9 ServiceNow replaced five tiers with Foundation, Advanced and Prime and bundled AI into every one. Bundled is not unlimited: seats are still licensed and assists are metered from a tenant pool with an unpublished top up rate. Where your tier lands, the two hard floors, the capability loss you sign for, and the four numbers to write into the order form.

Agenda · 7 chapters
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How ServiceNow Sells 4:44
ServiceNow

How ServiceNow Sells

Session 2 of the ServiceNow Renewal Series. The fiscal year ends 31 December, not June, and the advice saying otherwise will put you at the table in the worst possible quarter. The approval ladder, the reserve held back for period close, and the margin guidance that decides which concessions exist at all.

Agenda · 7 chapters
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Reading Your Own Estate 4:16
ServiceNow

Reading Your Own Estate

Session 7 of the ServiceNow Renewal Series. Active means worked a record in 90 days, not provisioned. The behavioural split runs roughly 55 percent active, 15 percent approver only, 20 percent dormant, 10 percent light. Cost per active fulfiller is the only number worth quoting, and consumption under 65 percent is a rightsizing candidate.

Agenda · 7 chapters
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Sizing AI Before You Sign 4:31
ServiceNow

Sizing AI Before You Sign

Session 5 of the ServiceNow Renewal Series. Credits per resolved interaction is the only number that matters, and it comes from a 50 to 150 fulfiller pilot inside 90 days. Buyers who measured one workflow first cut their committed pool 25 to 40 percent.

Agenda · 7 chapters
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The AI Consumption Meter 4:32
ServiceNow

The AI Consumption Meter

Session 4 of the ServiceNow Renewal Series. The assist is the unit, the bundled pool is a budget rather than an entitlement, and non production draws on the same pool as production. Overage landed at 15 to 30 percent of tier spend, median 22, once agents were in real use.

Agenda · 7 chapters
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The Pitfalls and the Lock-ins 4:30
ServiceNow

The Pitfalls and the Lock-ins

Session 6 of the ServiceNow Renewal Series. Uniform Prime, the bundling illusion, unbundling as a one way door, the oversized block that becomes next year's baseline, and the migration accepted as a formality. Five traps that are cheap to avoid before signature and very expensive afterwards.

Agenda · 7 chapters
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The Renewal in the Room 4:17
ServiceNow

The Renewal in the Room

Session 11 of the ServiceNow Renewal Series. Their standard plays and the counters: the pull forward priced honestly as a 4 percent increase wearing a discount, the auto renewal that fired silently in 7 of 10 contracts, and tier drift carrying 20 to 40 percent of the increase past every cap.

Agenda · 7 chapters
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What Changed Since Your Last Renewal 4:44
ServiceNow

What Changed Since Your Last Renewal

Session 1 of the ServiceNow Renewal Series. On 9 April 2026 ServiceNow replaced five tiers with three, and legacy SKUs went end of sale on 1 July. Your next renewal is the first one written on packaging your current contract does not name, and that is either the most expensive renewal you have run or the best opportunity you have had in years.

Agenda · 7 chapters
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What They Want to Sell You This Year 4:55
ServiceNow

What They Want to Sell You This Year

Session 3 of the ServiceNow Renewal Series. The AI ACV target was raised to 1.5 billion dollars and the disclosed KPIs tell you exactly what your account team is measured on. You own four things they need. The rep is not selling you AI so much as buying a statistic from you, and the price of that statistic is negotiable.

Agenda · 7 chapters
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What to Negotiate 4:20
ServiceNow

What to Negotiate

Session 10 of the ServiceNow Renewal Series. The clause set that decides what the contract does to you for three years: uplift cap as a not to exceed number on the whole order form, true up timing, swap rights at 15 to 25 percent of committed ACV, true down, fulfiller definition, co-terming and price hold. Plus the four AI terms.

Agenda · 7 chapters
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When and How to Prepare 4:14
ServiceNow

When and How to Prepare

Session 8 of the ServiceNow Renewal Series. Renewals opened nine to twelve months out absorbed about half the increase of those opened inside sixty days. The runway backwards from signature: month 12 consumption review, month 9 competitive assessment, month 6 benchmarks and clause set, month 4 the escalation in writing, month 3 the notice window.

Agenda · 7 chapters
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Where Leverage Comes From 4:18
ServiceNow

Where Leverage Comes From

Session 9 of the ServiceNow Renewal Series. Funded pilots with a named competitor moved 15 to 30 percent where generic alternative language moved fewer than one negotiation in five. The three walk-aways you can actually execute, and why a 98 percent renewal rate is a liability in your specific room.

Agenda · 7 chapters
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How to Prepare for Your ServiceNow Negotiation 4:25
ServiceNow

How to Prepare for Your ServiceNow Negotiation

Five workstreams for the 180 days: twelve months of fulfiller truth (12 to 28 percent read-only), your own tier mapping before ServiceNow's, an AI consumption baseline from instrumented pilots, the benchmark and alternatives file, and the December 31 close.

Agenda · 7 chapters
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ServiceNow Sales Tactics: The Five Plays, and the Counters That Work 4:22
ServiceNow

ServiceNow Sales Tactics: The Five Plays, and the Counters That Work

The upward tier mapping, the platform vision land grab, the AI pilot that becomes a baseline, the standard uplift that is not standard, and the December 31 calendar squeeze, with the counter to each.

Agenda · 7 chapters
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ServiceNow's New AI: Assists, Tiers, and the Meter You Are About to Sign 4:17
ServiceNow

ServiceNow's New AI: Assists, Tiers, and the Meter You Are About to Sign

The assist economy read in full: 25 to 150 assists per action, pools of 1,500 to 6,000 per fulfiller by tier, the overage cliff that is negotiable exactly once, sizing from your median curve, and choosing the tier backward from evidence.

Agenda · 7 chapters
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5 Ways to Win Your ServiceNow Renewal 4:08
ServiceNow

5 Ways to Win Your ServiceNow Renewal

The new AI licensing model. Five tiers became three, Now Assist is bundled and metered in assists, and legacy SKUs ended sale in July 2026. Map the tier change, fix the seat count, and lock the overage rate before you depend on it.

Agenda · 7 chapters
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Broadcom / VMware

Broadcom / VMware briefings 14

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Broadcom VMware Renewals in 2026: Early Renewal Is Now the Buyer's Tactic 5:15
Broadcom

Broadcom VMware Renewals in 2026: Early Renewal Is Now the Buyer's Tactic

The 2024 Broadcom cycle was a price shock. The 2026 cycle clears 30 to 55 percent below list for prepared buyers, and early renewal has become a buyer tactic. When to renew early, when not to, the rule changes to check before any quote, and the 120 host illustration where the same estate costs 10.8 million or 4.8 million.

Agenda · 7 chapters
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Capstone: One Estate, One Campaign 4:14
Broadcom

Capstone: One Estate, One Campaign

Part 10 of the Negotiating Broadcom series. Both halves of the estate run as a single campaign on one timeline, with the asks ranked, the evidence assembled, and the decisions that have to be made before you ever answer the renewal letter.

Agenda · 7 chapters
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Does Leaving Actually Save Money 4:53
Broadcom

Does Leaving Actually Save Money

Part 6 of the Negotiating Broadcom series. The honest answer, because a one sided claim gets dismantled in the room. Where switching genuinely saves, where it does not, which products you should never bluff about, and the one precedent that beat the renewal date.

Agenda · 7 chapters
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Negotiating the Mainframe Deal 4:24
Broadcom

Negotiating the Mainframe Deal

Part 9 of the Negotiating Broadcom series. Capacity terms before the hardware, line item visibility as a named ask, a cap on the next term, and the sequencing of your Broadcom, IBM and BMC renewals so that one unmanaged peak does not ratchet three invoices at once.

Agenda · 7 chapters
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Negotiating the VMware Deal 4:17
Broadcom

Negotiating the VMware Deal

Part 8 of the Negotiating Broadcom series. One price, four or more documents, and an order of precedence in which the lower layers override the higher ones. What governs, what to ask for, in what order, and what to trade away deliberately.

Agenda · 7 chapters
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The Audit, and the Machine That Replaced It 4:34
Broadcom

The Audit, and the Machine That Replaced It

Part 5 of the Negotiating Broadcom series. Three business days to respond, letters arriving within a week of a lapse, and a compliance report every 180 days that degrades your management plane at 270. The audit has been automated, and the ask is a cure period.

Agenda · 7 chapters
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The Broadcom Model 4:49
Broadcom

The Broadcom Model

Part 1 of the Negotiating Broadcom series. Broadcom paid 18.9 billion dollars for a business its own seller called structurally declining, and the plan was never volume. What the filings say, what the investor day put on a slide, and why appeals to fairness do not land.

Agenda · 7 chapters
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The Mainframe Estate 4:42
Broadcom

The Mainframe Estate

Part 3 of the Negotiating Broadcom series. The CA portfolio is very much alive, and its commercial model is the one almost nobody reads closely. Consumption licensing measured hourly, a published escalator compounding a third since 2021, and two clauses that decide the whole negotiation.

Agenda · 7 chapters
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The Quote That Arrives Late 4:24
Broadcom

The Quote That Arrives Late

Part 4 of the Negotiating Broadcom series. Documented case by case in court papers rather than in any policy, and effective for reasons that need no intent at all. The three mechanics behind a late quote, and why the counter is a calendar rather than a complaint.

Agenda · 7 chapters
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The VMware Estate After the Repackaging 4:49
Broadcom

The VMware Estate After the Repackaging

Part 2 of the Negotiating Broadcom series. Two bundles, per core with a sixteen core floor, three year terms paid up front, and a support horizon in October 2027 that decides your timing more than your renewal date does. What the estate actually looks like now, and which numbers are real.

Agenda · 7 chapters
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Where Your Leverage Actually Is 4:32
Broadcom

Where Your Leverage Actually Is

Part 7 of the Negotiating Broadcom series. Not the exit threat, because they know the completion statistics. Your existing contract rights, the vendor's own admission that much of what it sold is undeployed, and a quarter end calendar you can read straight from the filings.

Agenda · 7 chapters
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5 Tactics That Move the Number in a Broadcom Negotiation 4:13
Broadcom / VMware

5 Tactics That Move the Number in a Broadcom Negotiation

Own the core count, make the exit costed, partial, and visible, never negotiate on their clock, weigh the protections above the price, and escalate with independent benchmarks. The preparation that lands 15 to 30 percent below the first number.

Agenda · 7 chapters
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How Broadcom Sells: The Five Patterns to Expect at the Table 4:29
Broadcom / VMware

How Broadcom Sells: The Five Patterns to Expect at the Table

The quote that arrives late or not at all, everything as a bundle, the year-end squeeze against a late October fiscal close, take it or leave it as a calibrated posture, and compliance pressure run alongside the commercial conversation.

Agenda · 7 chapters
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The VMware VCF Renewal: How to Prepare Before Broadcom Names the Price 4:44
Broadcom / VMware

The VMware VCF Renewal: How to Prepare Before Broadcom Names the Price

Renewal quotes land at 2 to 3x the old support cost, sometimes 5 to 10x. The core inventory and the 16-core minimum, right-sizing the forced bundle, costing an exit for the portable slice, the paper that outlives the discount, and running the clock toward late October.

Agenda · 7 chapters
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Anthropic

Anthropic briefings 6

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After the Signature 3:30
Anthropic

After the Signature

Part 6 of the Negotiating Anthropic series. With consumption pricing the money is won after signing, not at it. Routing, caching, batching, monitoring and the true up discipline that decides what the term actually costs.

Agenda · 7 chapters
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Estimating the Commitment 3:52
Anthropic

Estimating the Commitment

Part 2 of the Negotiating Anthropic series. Size it on measured tokens, not on seats or headcount. How to build the baseline, how to model growth honestly, and why the error bars are wider here than in any other software category.

Agenda · 7 chapters
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Signing the Enterprise Agreement 3:50
Anthropic

Signing the Enterprise Agreement

Part 3 of the Negotiating Anthropic series. What the agreement actually has to cover: the commitment and its shape, the rate card, data and training terms, model deprecation, capacity, and what happens if you under consume.

Agenda · 7 chapters
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The Difficulties 3:47
Anthropic

The Difficulties

Part 4 of the Negotiating Anthropic series. An honest account of why this negotiation is harder than a Microsoft or Oracle renewal: no published benchmarks, thin precedent, models that change under the contract, and demand you cannot forecast.

Agenda · 7 chapters
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What You Are Actually Buying 4:12
Anthropic

What You Are Actually Buying

Part 1 of the Negotiating Anthropic series. Tokens, seats and three routes to purchase, each priced differently. The model tier choice that moves cost more than any discount, and why input and output are not the same commodity.

Agenda · 7 chapters
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Where Your Leverage Is 3:45
Anthropic

Where Your Leverage Is

Part 5 of the Negotiating Anthropic series. Portability across models and providers, the cloud marketplace route that draws down a commitment you have already made, a phased ramp instead of a headline number, and the value of being an early reference.

Agenda · 7 chapters
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Cisco

Cisco briefings 6

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Cisco and Splunk, Part 1: Talking Points on the Attach Machine and True Forward 4:36
Cisco and Splunk

Cisco and Splunk, Part 1: Talking Points on the Attach Machine and True Forward

Hardware pulls subscriptions, subscriptions pull suites, suites pull the Enterprise Agreement, and True Forward ratchets the counts. The talking points from the VendorBenchmark Cisco playbook: the three buyer advantages, what changed, the tier math on 8,000 devices, the Splunk meter, support, and the refresh as currency.

Agenda · 6 chapters
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Cisco and Splunk, Part 2: Negotiation Prep for the EA, the Refresh, and the July Close 4:40
Cisco and Splunk

Cisco and Splunk, Part 2: Negotiation Prep for the EA, the Refresh, and the July Close

The negotiation prep from the VendorBenchmark Cisco playbook: the fifteen month runway aimed at late July, the EA composition rule, the tactics and their counters, True Forward tamed at signing, the refresh spent deliberately, and the endgame that takes the run rate down about thirty percent.

Agenda · 6 chapters
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Cisco EA Renewal, Part 1: Talking Points on the Ratchet and the Activated Basis 4:22
Cisco

Cisco EA Renewal, Part 1: Talking Points on the Ratchet and the Activated Basis

A Cisco enterprise agreement is a ratchet with a calendar, sold through a channel that is not on your side. The talking points from the VendorBenchmark Cisco EA renewal prep: the structural counters, the four shifts, what you assemble, how the account team and the partner are paid, and the five sentences that reprice the deal against you.

Agenda · 6 chapters
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Cisco EA Renewal, Part 2: Negotiation Prep, Three Calls Into July 4:25
Cisco

Cisco EA Renewal, Part 2: Negotiation Prep, Three Calls Into July

The negotiation prep from the VendorBenchmark Cisco EA renewal briefing: the framing call that forces the activated basis, the five questions, the deflections word for word, the six moves of the deconstruction call, the close call checklist timed to July, and how to customize the script for Splunk, collaboration, and the refresh.

Agenda · 6 chapters
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5 Tips for Negotiating with Cisco 4:32
Cisco

5 Tips for Negotiating with Cisco

Commit to reality not history, cap the true forward first (3 to 4 percent vs the 5 to 8 opener, worth $80k to $160k on a $2M baseline), price Splunk standalone before it enters the bundle, attack the support line, and use the late-July fiscal year.

Agenda · 7 chapters
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Cisco Negotiations in 2026: How to Prepare, and the Tactics You Will Face 4:55
Cisco

Cisco Negotiations in 2026: How to Prepare, and the Tactics You Will Face

The 2026 EA got bigger and stickier with Splunk folded in. The four tactics to expect, the consumption baseline, the leverage file with the discount ladder from 20 to 35 percent by commit tier, and spending capital on mechanics over headlines.

Agenda · 7 chapters
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Workday

Workday briefings 6

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Workday Flex Credits and the Platform Entitlement Clock: February 1 Is Coming 5:38
Workday

Workday Flex Credits and the Platform Entitlement Clock: February 1 Is Coming

Workday moved its agents and a growing set of platform capabilities onto Flex Credits, metered per action from 1 to 750 credits, and introduced an annual API allowance above which integrations draw credits too. The price per credit is unpublished, the free credits expire, and the API grace period ends January 31, 2027. The 45,000 employee illustration and the four numbers to negotiate.

Agenda · 7 chapters
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5 Ways to Win Your Workday Negotiation 4:26
Workday

5 Ways to Win Your Workday Negotiation

Flex Credits, Sana, and the new AI sell. Workday paid $1.1B for Sana and put a consumption meter under its AI. Why the free window is not generosity, what the credit math really costs, and which four terms belong in writing.

Agenda · 7 chapters
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Inside the Workday Contract: The Five Terms That Decide What You Pay 5:33
Workday Deep Dive · Part 1

Inside the Workday Contract: The Five Terms That Decide What You Pay

FSE is not headcount: how 24,000 employees become 30,700 billable workers. Band-edge repricing, the escalator that compounds past $800k, one-way true-ups, and why the Order Form, not the MSA, is the document to fight over.

Agenda · 7 chapters
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Sana, Flex Credits, and the AI Decision: A Buyer's Framework 5:54
Workday Deep Dive · Part 3

Sana, Flex Credits, and the AI Decision: A Buyer's Framework

What an agent action really costs, from 1 credit to 750. The burn model that empties 120,000 credits on two use cases, the six contract protections in priority order, and a three-gate framework for committing on evidence.

Agenda · 7 chapters
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The Workday Renewal Playbook: Twelve Months, Four Phases, One Discount Ladder 5:17
Workday Deep Dive · Part 2

The Workday Renewal Playbook: Twelve Months, Four Phases, One Discount Ladder

Leverage peaks 6 to 12 months before the date, worth about $1.6M on an average renewal. The four-phase timeline, the shelfware audit, and the discount ladder Workday actually follows: minus 10, minus 18, minus 28, minus 35.

Agenda · 7 chapters
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Workday in Mergers and Acquisitions: The Divestiture Clause That Pays for Itself 4:02
Workday

Workday in Mergers and Acquisitions: The Divestiture Clause That Pays for Itself

Divest a division and the invoice does not move: your committed count is a floor. The divestiture true-down, assignability and the change of control trap, the 12 to 18 month transition window, and the mechanics that quietly punish a smaller company.

Agenda · 7 chapters
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Atlassian

Atlassian briefings 5

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Atlassian Negotiation, Part 1: Talking Points on Tier Cliffs and the Squeeze 4:27
Atlassian

Atlassian Negotiation, Part 1: Talking Points on Tier Cliffs and the Squeeze

The tool nobody had to approve now bills by design. The talking points from the VendorBenchmark Atlassian playbook: the tier cliff and the Data Center squeeze, what changed, the 5,300 user estate where 1,100 are inactive, the marketplace multiplier, the edition mix, and the migration as currency.

Agenda · 6 chapters
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Atlassian Negotiation, Part 2: Negotiation Prep, Three Paths, and the June Close 4:38
Atlassian

Atlassian Negotiation, Part 2: Negotiation Prep, Three Paths, and the June Close

The negotiation prep from the VendorBenchmark Atlassian playbook: the cleanup before any quote, the twelve month runway, the three paths modeled on 4,200 users, the protections the paper must carry, the tactics and counters, and the endgame that takes the bill down about thirty percent by June 30.

Agenda · 6 chapters
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Atlassian Renewal, Part 1: Talking Points on the Staircase and the Band Map 4:10
Atlassian

Atlassian Renewal, Part 1: Talking Points on the Staircase and the Band Map

Atlassian's pricing is a staircase you climb automatically unless someone is watching. The talking points from the VendorBenchmark Atlassian renewal prep: the four shifts, what you assemble before the first call, how the enterprise desk and the partners are paid, what is cheap and expensive for Atlassian to give, and the five sentences that reprice the deal against you.

Agenda · 6 chapters
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Atlassian Renewal, Part 2: Negotiation Prep, Three Calls Ahead of the Increase 4:19
Atlassian

Atlassian Renewal, Part 2: Negotiation Prep, Three Calls Ahead of the Increase

The negotiation prep from the VendorBenchmark Atlassian renewal briefing: the framing call and its five questions, the deflections word for word, the six moves of the deconstruction call, the close call checklist timed to June or the increase calendar, and how to customize the script for Data Center, migration, and tier cliffs.

Agenda · 6 chapters
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Adobe

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Adobe ETLA Renewal, Part 1: Talking Points on Repackaging, Hygiene, and the PDF Knife 4:17
Adobe

Adobe ETLA Renewal, Part 1: Talking Points on Repackaging, Hygiene, and the PDF Knife

Adobe renewals are a repackaging machine and nearly every estate is oversized by default. The talking points from the VendorBenchmark Adobe ETLA prep: the four shifts, the two moves that decide the deal before any discount, what you assemble, how the account team is paid, and the five sentences that reprice the deal against you.

Agenda · 6 chapters
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Adobe ETLA Renewal, Part 2: Negotiation Prep, the Three Calls to the November Close 4:09
Adobe

Adobe ETLA Renewal, Part 2: Negotiation Prep, the Three Calls to the November Close

The negotiation prep from the VendorBenchmark Adobe ETLA briefing: the framing call and its five questions, the deconstruction call and its six moves, the reseller shadow price and the Experience Cloud lane, what is cheap and expensive for Adobe, and the close call checklist inside the autumn quarter.

Agenda · 6 chapters
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CrowdStrike

CrowdStrike briefings 4

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CrowdStrike Falcon Flex, Part 1: Talking Points on the Burn Through and the Re Flex Trap 4:18
CrowdStrike

CrowdStrike Falcon Flex, Part 1: Talking Points on the Burn Through and the Re Flex Trap

Falcon Flex converts the renewal into a rolling series of expansion conversations timed by your own consumption. The talking points from the VendorBenchmark CrowdStrike playbook: restoring the calendar, what changed since you signed, the burn through math, the rate card and the two end of pool clauses, the shadow competitor, and the mistakes that cost millions.

Agenda · 6 chapters
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CrowdStrike Falcon Flex, Part 2: Negotiation Prep, the Plan Sized Pool and January 4:40
CrowdStrike

CrowdStrike Falcon Flex, Part 2: Negotiation Prep, the Plan Sized Pool and January

The negotiation prep from the VendorBenchmark CrowdStrike playbook: the twelve month runway plus the monthly burn discipline, the five workstreams, the give get table, the moves and their counters, the concessions checklist, and the endgame that keeps the same platform with an owned calendar and a capped future.

Agenda · 6 chapters
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Datadog

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Datadog Negotiation, Part 1: Talking Points on Twenty Meters and the High Water Commit 4:41
Datadog

Datadog Negotiation, Part 1: Talking Points on Twenty Meters and the High Water Commit

Datadog wrapped the best observability product of its generation in the most sophisticated metering machine in software. The talking points from the VendorBenchmark Datadog playbook: engineering first and commerce second, what changed since you signed, the meter map, the estate math that takes a three million dollar bill down by forty percent, and the open instrumentation lever.

Agenda · 6 chapters
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Datadog Negotiation, Part 2: Negotiation Prep, Engineer First, Then Commit in December 4:29
Datadog

Datadog Negotiation, Part 2: Negotiation Prep, Engineer First, Then Commit in December

The negotiation prep from the VendorBenchmark Datadog playbook: the nine month runway whose center of gravity is engineering, the commit shape with a corridor and the overage inversion, the give get table, the moves and their counters, the concessions checklist, and the endgame that takes the bill down about forty percent by December.

Agenda · 6 chapters
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Google Cloud

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Gemini Enterprise Commits and the CUD Scope Change: Two Moves That Shift Risk to You 5:14
Google Cloud

Gemini Enterprise Commits and the CUD Scope Change: Two Moves That Shift Risk to You

On August 26 Google added pay as you go, Flexible Savings Plans and deferred execution to Gemini Enterprise. On June 16 it moved the default CUD scope from project to billing account. Neither is a price increase; both move risk to the customer. The mechanics, the January 1, 2027 Flash price step, the 9.0 million plan that covered 6.7 million of usage, and how to size any commitment on evidence.

Agenda · 7 chapters
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IBM

IBM briefings 3

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IBM's Two Audits and the Red Hat SCALE Program: Same Data, Different Rights 5:41
IBM

IBM's Two Audits and the Red Hat SCALE Program: Same Data, Different Rights

IBM's formal license review and its collaborative baseline use the same ILMT data, the same counting rules and the same list prices; only your rights differ, and the friendlier one is the more dangerous. Red Hat subscription reviews are now a program run at scale by Deloitte. What each asks for, what Deloitte counts, and the one response that works for all three.

Agenda · 7 chapters
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Anaplan

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Anaplan Renewal, Part 1: Thoma Bravo, the Workspace Audit, and the OneStream Anchor 4:32
Anaplan

Anaplan Renewal, Part 1: Thoma Bravo, the Workspace Audit, and the OneStream Anchor

Thoma Bravo bought Anaplan in 2022 and the uplifts followed. Part one of the VendorBenchmark Anaplan prep: the four shifts, the workspace audit that finds two to three times the active production count, the Full Access versus Connect user audit, the OneStream and Pigment file, and the framing call that names the acquisition.

Agenda · 6 chapters
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Anaplan Renewal, Part 2: Workspaces, User Tiers, and the January Close 4:33
Anaplan

Anaplan Renewal, Part 2: Workspaces, User Tiers, and the January Close

Part two of the VendorBenchmark Anaplan prep: the deconstruction call and its six moves, the deflections you will hear and the answer to each, how account executives under Thoma Bravo are paid, what is cheap and expensive for Anaplan to give, the close call checklist inside the January window, and the trading lines that work.

Agenda · 6 chapters
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Citrix

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Citrix Negotiation, Part 1: Talking Points on the Squeeze and the Platform License 4:39
Citrix

Citrix Negotiation, Part 1: Talking Points on the Squeeze and the Platform License

Before Broadcom made the model famous, Citrix ran it. The talking points from the VendorBenchmark Citrix and Cloud Software Group playbook: why private equity ownership and mature VDI alternatives both favor the prepared buyer, what changed since you signed, the definitional census worth six figures, the three paths and the split, NetScaler as its own negotiation, and the owner's math decoded.

Agenda · 6 chapters
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Citrix Negotiation, Part 2: Negotiation Prep, the Census, Three Paths, and the ARR Lock 4:44
Citrix

Citrix Negotiation, Part 2: Negotiation Prep, the Census, Three Paths, and the ARR Lock

The negotiation prep from the VendorBenchmark Citrix and Cloud Software Group playbook: the eighteen to twenty four month runway, the platform license priced against components, the owner's trade, the give get table, the moves and their counters, the concessions checklist, and the endgame that turns a tripled quote into a modest increase on a smaller footprint.

Agenda · 6 chapters
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Coupa

Coupa briefings 2

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Coupa Negotiation, Part 1: The Spend Under Management Meter and the Band Cliffs 4:34
Coupa

Coupa Negotiation, Part 1: The Spend Under Management Meter and the Band Cliffs

Coupa prices its platform on a meter made of your own spend. Part one of the VendorBenchmark Coupa playbook: what changed under private equity, how supplier inflation crosses band cliffs, the 1.3 million dollar estate proposed at 1.55, and the definition that lands qualifying spend at 2.3 billion instead of 2.9.

Agenda · 6 chapters
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Coupa Negotiation, Part 2: The Module Census, Coupa Pay, and the January Close 4:18
Coupa

Coupa Negotiation, Part 2: The Module Census, Coupa Pay, and the January Close

Part two of the VendorBenchmark Coupa playbook. Suites are bought as visions and renewed as inventories: the module census, the supplier and user sub meters trued down to reality, the Coupa Pay rebate arithmetic, the ERP shadow that prices the estate, and the January close that lands a 1.55 million dollar proposal at roughly 1.0 million.

Agenda · 6 chapters
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Databricks

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DocuSign

DocuSign briefings 2

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DocuSign Negotiation, Part 1: The Envelope Census and the Effective Rate Nobody Computes 4:32
DocuSign

DocuSign Negotiation, Part 1: The Envelope Census and the Effective Rate Nobody Computes

A prepaid envelope allowance sized in the remote work peak, expiring every January, at fifty to seventy percent utilization. Part one of the VendorBenchmark DocuSign playbook: what changed, the envelope census, the effective rate of 2.24 dollars against a 1.30 benchmark, and the two tiers of the estate.

Agenda · 6 chapters
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DocuSign Negotiation, Part 2: Rollover, the Adobe Shadow, and the January Close 4:28
DocuSign

DocuSign Negotiation, Part 2: Rollover, the Adobe Shadow, and the January Close

Part two of the VendorBenchmark DocuSign playbook: the four wallet terms, the anchor that lands a one million dollar trajectory at about 560 thousand, the tactics and their counters, the concessions checklist, and the January close. Not one signature workflow changes.

Agenda · 6 chapters
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Dynatrace and New Relic

Dynatrace and New Relic briefings 2

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Dynatrace and New Relic, Part 1: The Full Stack Tax and the Tier Census 4:40
Dynatrace and New Relic

Dynatrace and New Relic, Part 1: The Full Stack Tax and the Tier Census

Observability's second duel prices different meters: Dynatrace by host unit and tier, New Relic by full platform user and gigabyte. Part one of the VendorBenchmark playbook: the full stack tax where every host lands by default, the tier census that reclassifies forty percent of a fleet, the 1.9 million dollar estate, and the user and ingest doctrines.

Agenda · 6 chapters
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Dynatrace and New Relic, Part 2: The OpenTelemetry Exit, the PE Bid, and the March Close 4:24
Dynatrace and New Relic

Dynatrace and New Relic, Part 2: The OpenTelemetry Exit, the PE Bid, and the March Close

Part two of the VendorBenchmark Dynatrace and New Relic playbook: the OpenTelemetry program that turns captivity into choice, the stalking horse bid New Relic's owners fund, the consumption kit for a pooled commitment, the tactics and counters, and the close in Dynatrace's lonely March quarter that lands 1.9 million at about 1.15.

Agenda · 6 chapters
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Freshworks

Freshworks briefings 2

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Freshworks Renewal, Part 1: The Active Agent Audit and the Zendesk Anchor 4:20
Freshworks

Freshworks Renewal, Part 1: The Active Agent Audit and the Zendesk Anchor

Freshworks built its position as the cheaper Zendesk and has spent four years moving toward the tier it undercut. Part one of the VendorBenchmark Freshworks prep: the four shifts, the active agent audit, the Freddy AI usage audit, the bundle audit, the competitive file, and the December quarter.

Agenda · 6 chapters
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Freshworks Renewal, Part 2: The Three Calls, from Framing to the Q4 Close 4:22
Freshworks

Freshworks Renewal, Part 2: The Three Calls, from Framing to the Q4 Close

Part two of the VendorBenchmark Freshworks prep: the framing call and its five questions, the deconstruction call and its six moves, how Freshworks account executives are paid, what is cheap and expensive for them to give, the close call checklist inside the fourth quarter, and the two trading lines that work.

Agenda · 6 chapters
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HashiCorp

HashiCorp briefings 2

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HashiCorp Under IBM, Part 1: The RUM Meter, the Vault Client Census, and OpenTofu 4:33
HashiCorp

HashiCorp Under IBM, Part 1: The RUM Meter, the Vault Client Census, and OpenTofu

Two histories belong to the buyer: the 2023 license change that produced OpenTofu, and the 2025 close into IBM. Part one of the VendorBenchmark HashiCorp playbook: governance premium against pipeline commodity, the resources under management meter, the Vault unique client meter, the 1.1 million dollar estate, and the hygiene that re derives both counts.

Agenda · 6 chapters
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HashiCorp Under IBM, Part 2: Governance Premium, Pipeline Commodity, December Close 4:34
HashiCorp

HashiCorp Under IBM, Part 2: Governance Premium, Pipeline Commodity, December Close

Part two of the VendorBenchmark HashiCorp playbook: the IBM mechanics the acquisition imported, the separable paper rule from Red Hat, the entry deal posture of an acquirer that needs a growth story, the tactics and their counters, and the endgame that lands a 1.3 million dollar proposal at roughly 700 thousand on separable paper in December.

Agenda · 6 chapters
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Ivanti

Ivanti briefings 2

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Ivanti Renewal, Part 1: Connect Secure Costs, the Intune Overlap, and the Device Audit 5:00
Ivanti

Ivanti Renewal, Part 1: Connect Secure Costs, the Intune Overlap, and the Device Audit

The 2024 Connect Secure zero days cost customers real investigation money, and it belongs in the renewal as a named concession. Part one of the VendorBenchmark Ivanti prep: the four shifts, the concession logic, the Microsoft Intune overlap at M365 E3, the device and module audits, and the Freshservice alternative for ITSM.

Agenda · 6 chapters
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Ivanti Renewal, Part 2: The Three Calls and the Concession That Reaches the VP 4:35
Ivanti

Ivanti Renewal, Part 2: The Three Calls and the Concession That Reaches the VP

Part two of the VendorBenchmark Ivanti prep: the framing call and its five questions, why the Connect Secure concession request escalates to VP level pricing authority, the six moves of the deconstruction call, how Ivanti account executives are paid, and the close call checklist inside the December window.

Agenda · 6 chapters
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LinkedIn

LinkedIn briefings 2

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LinkedIn Negotiation, Part 1: The Honest Monopoly and the Recruiter Seat Census 4:22
LinkedIn

LinkedIn Negotiation, Part 1: The Honest Monopoly and the Recruiter Seat Census

The network has no substitute, and pretending otherwise burns credibility. Part one of the VendorBenchmark LinkedIn playbook: the shelf and its cheaper neighbors, what changed since you signed, the Recruiter activity census, the 1.44 million dollar estate on a 1.53 trajectory, and the June window LinkedIn shares with Microsoft.

Agenda · 6 chapters
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LinkedIn Negotiation, Part 2: Seats, Slots, Navigator Tiers, and the June Close 4:19
LinkedIn

LinkedIn Negotiation, Part 2: Seats, Slots, Navigator Tiers, and the June Close

Part two of the VendorBenchmark LinkedIn playbook recomposes the basket: sixty Recruiter seats to forty, eighty slots to fifty five with a ramp, Navigator tiered by CRM deployment, Learning sized to activation, the shadow estate swept, the flex terms that let the contract breathe, and the June close. About 920 thousand against a 1.53 million trajectory.

Agenda · 6 chapters
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Okta

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OpenAI / Anthropic

OpenAI / Anthropic briefings 2

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How to Negotiate with OpenAI and Anthropic: The Vendors With Nobody to Call 4:33
OpenAI / Anthropic

How to Negotiate with OpenAI and Anthropic: The Vendors With Nobody to Call

Fewer than 50 sales reps globally per vendor, focused on $100M+ deals. Below $10M a negotiation rarely starts, discounts run 5 to 25 percent on commitment size, and the only leverage is credible competition between OpenAI, Anthropic, and Gemini with a benchmarked case.

Agenda · 7 chapters
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OpenText

OpenText briefings 2

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OpenText Negotiation, Part 1: The Acquisition Museum and the Triage That Prices Each Wing 4:34
OpenText

OpenText Negotiation, Part 1: The Acquisition Museum and the Triage That Prices Each Wing

OpenText is a museum of acquired software funded by a maintenance annuity uplifted five to eight percent a year. Part one of the VendorBenchmark OpenText playbook: the triage into strategic, hostage, and sunset wings, what changed since Micro Focus, and the 2.4 million dollar estate repriced wing by wing.

Agenda · 6 chapters
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OpenText Negotiation, Part 2: The Annuity Defense and the June Table 4:32
OpenText

OpenText Negotiation, Part 2: The Annuity Defense and the June Table

Part two of the VendorBenchmark OpenText playbook: the three defaults the maintenance machine runs on and the arithmetic that breaks each, cloud editions modeled both ways, the Business Network re bid, the paper a portfolio manager vendor requires, the tactics and counters, and the co termed table in June.

Agenda · 6 chapters
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Palo Alto

Palo Alto briefings 2

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Red Hat

Red Hat briefings 2

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Red Hat Under IBM, Part 1: The Subscription Census and the Clone Shadow 4:42
Red Hat

Red Hat Under IBM, Part 1: The Subscription Census and the Clone Shadow

Red Hat sells subscriptions sized by counts that drift up and rarely down, and its own tooling performs the census. Part one of the VendorBenchmark Red Hat playbook: what changed under IBM, letting Satellite testify, the stratification that puts the commodity tier on AlmaLinux, the 1.9 million dollar estate, and the OpenShift core count.

Agenda · 6 chapters
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Red Hat Under IBM, Part 2: OpenShift Cores, Separable Paper, and the December Close 4:35
Red Hat

Red Hat Under IBM, Part 2: OpenShift Cores, Separable Paper, and the December Close

Part two of the VendorBenchmark Red Hat playbook: the Ansible node meter, the OpenShift suite ladder and AI attach, the paper decision between Red Hat direct, the IBM agreement, and the marketplace, the virtualization migration as an entry deal, the tactics and counters, and the endgame that lands 1.9 million at about 1.25 in December.

Agenda · 6 chapters
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Splunk

Splunk briefings 2

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Snowflake

Snowflake briefings 1

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Zscaler

Zscaler briefings 1

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