Microsoft Vendor Negotiation – Pharmaceutical Services Company

A small pharmaceutical services company was experiencing significant cost pressures at the same time as needing to modernise its technology estate to support business growth.

What did we do?

We negotiated the company’s new Microsoft CSP agreement, managed an RFP for a new software reseller and optimised its licensing. We succeeded in using competitive tension between resellers to save £153k against budget.

Autodesk Vendor Management – Multinational Construction and Building Services Company

A cost-focused multinational construction and building services company had built up a large Autodesk estate through tactical purchases of older design software. Autodesk was pushing hard for an upgrade, and used a software audit to press the point.

What did we do?

Working with one of the company’s engineers, who also saw the need for change, we turned the audit into a strategic negotiation. A recent acquisition had brought in many of the newer products the company needed, so we leveraged those licences, converted the existing estate, and negotiated a consulting deal for Autodesk to train the engineers and help change their working practices. We succeeded in replacing piecemeal purchases with a multi-million pound global agreement that achieved economies of scale.

Microsoft Vendor Management – UK Support Services and Construction Company

A UK support services and construction company had a tactical relationship with Microsoft, at a time when it needed Microsoft’s support for a major change to its licensing and productivity tools.

What did we do?

We put governance around the relationship: peer-to-peer contacts and regular account meetings at business, senior IT and operational IT levels, a joint account strategy, and critical success factors and KPIs to measure how well it was working. We succeeded in turning a tactical relationship into a strategic partnership, with Microsoft investing significant money and resources to build the business case for the change and support implementation once the agreement was signed.