Leverage Management Program

Establish Best Negotiation Practices to Optimize IT Spending

Leverage Management Program

Establish Best Negotiation Practices to Optimize IT Spending

IT Deal Support & Analysis

Methodology

Early Warning System

Education

Drive Procurement Best Practices with Insight, Analysis & Data.

ClearEdge works to improve clients’ negotiation strength by providing strategy, analysis, and targeted vendor intelligence on key deal-making and pricing influences across all IT software, hardware, cloud and services spending.

The Organizational Alignment Challenge

Drive Deal Success by Combating Sales Systems

Sales teams are masters at executing their intricate deal strategy, winning over customer stakeholders, constructing convoluted and complicated spending models, and growing their product footprint within a customer’s organization. These activities occur as the sales team actively works to eliminate any and all sources of negotiation leverage you may have.

 

IT Deal Support & Analysis

ClearEdge works to improve clients’ negotiation strength by providing targeted market and vendor intelligence on key
deal-making and pricing influences across the major areas of IT hardware, software, cloud and services spending. This
guidance goes beyond benchmarking, providing not only pricing targets, but also a path to achieve those targets and
the key terms needed in your agreements.

Pricing Gap Analysis & Targets

Using data from thousands of peer deal engagements, ClearEdge assists in determining fair market pricing and achievable targets within the context of your deals.

Deal Agenda & Timeline Review

ClearEdge helps your team determine objectives, recommends deal timelines, and provides consultative knowledge to align your deal stakeholders.

Deal Negotiation Support

We advise throughout multiple rounds of negotiation and revise tactics in response to changes in deal structure, while ensuring alignment throughout the process.

Leverage Position

We assess your leverage position and provide recommendations on how to boost your negotiation strength to achieve the best possible deals.

Contract Risk Review

Our subject matter experts and analysts consult on the best practices in mitigating contractual risk within your supplier agreements and deal proposals.

Vendor Behavior Research

We keep you up to date with changes in supplier pricing, sales tactics, and market trends to bolster your deal making ability and supplier intelligence.

Our Leverage Management Methodology

The 9 Best Practices for Maximizing Deal Leverage

To assist our clients in achieving best-in-class deal results, ClearEdge developed a negotiation framework
and methodology that walks organizations through the precise steps and skills needed to maintain
leverage with any supplier. Our methodology, the Leverage Management Maturity Model (LM3), was
created by analyzing deal trends across 40,000+ unique client engagements, providing the data to
accurately distill a set of proven, repeatable best practices common to the most successful deals.

 

Early Warning

Do you have an organized approach to starting deals on time?

Risk Assessment & Inspection

Do we understand all contractual and business risks?

Forecast & Modeling

How much product or service do we need, and when do we need it?

Deal Timeline Development

Have we documented a calendar of deal-making activities?

Supplier Knowledge

How might supplier sales systems and motivations affect my deal?

Deal Option Development

What deal alternatives or
“Plan Bs” do we have?

Information Control

What information will we protect, and what will we share?

Executive Engagement

Are the executives informed, aligned, and participating on the deal?

Messaging Development

Are we controlling the story with credible and consistent messages?

Want to Grade Your Deal Using ClearEdge’s Framework?

Our negotiation framework acts as an assessment to grade buyer readiness to achieve best-
in-class results. For assistance in grading your next deal, contact us to set up a meeting or
take any of our online assessment surveys now.

Capitalize On Deal Milestones

with the Early Warning System (EWS)

Kick Off Best Practice Behavior

The Early Warning System (EWS) tracks strategic supplier engagements and alerts you to complete key action items during specific deal timeline milestones to maximize the chances of success in your deal.

How Does It Work?

Each entry in the Early Warning System dashboard features a distinct deal timeline Kanban dashboard, where all deal engagements are tracked. The EWS automatically populates a case request to our ClearEdge Analytics team at the most advantageous time for your organization to build a strong negotiation position.

 

92%

of All Deal Failures

are a result of starting too late.

Not having enough time to engage the needed resources and prepare for a negotiation will translate into higher prices, risky contract language, and a lack of negotiating power with a supplier. ClearEdge’s Early Warning System is designed to kick off deal activities at the most opportune time, customized to the context of your IT supplier relationship and agreement. Starting early is half the battle in achieving best-in-class terms and maintaining them in perpetuity.

Leverage Management Portal

EWS and On-Demand Content

ClearEdge uses its Leverage Management Portal to store deal data, consult on best practices, track engagement milestones, and recommend on-demand content and education to keep your team on top of all of the necessary action items to drive deal success.

Interested in Negotiation Best Practices Content?

Download our Guides, Watch Our Webinars, Read Our Blog.

Interact With the Experts

During Live & Recorded Webinars

Gain exclusive access to all webinar recordings and registration for upcoming live presentations.

Become an Expert

With Deal-Maker Guides

Download any of our supplier-specific guides that cover deal negotiation best practices.

Education & On-Demand Content

Developing a culture of Leverage Management requires all deal stakeholders to be on the same page.
ClearEdge offers a portfolio of awareness-building training and content that ranges from in-person
instruction to on-demand video learning, short blogs, and deal-making guides. The goal is to educate
stakeholders on supplier pricing strategies and tactics, and define their role in managing leverage — from
controlling critical information to building credible alternatives.

Education Topics Include:

Sales Systems & Value-Based Pricing

IT vendors have complex, repeatable systems in place to determine and extract the maximum value you’re willing to pay for their solutions. Understanding these systems enable buyers to devise a plan to maximize the value they receive for their investment.

Leverage Management Fundamentals

Negotiating without leverage is just begging. Based on the experiences of thousands of client deals, and developed in partnership with our Executive Advisory Board, ClearEdge has distilled the nine capabilities that maximize leverage and consistently drive best-in-class deal outcomes.

Rightsizing Technology Spend

To justify any deal, we need to ask ourselves “Do we need all the licenses we’re purchasing?” Our material on rightsizing technology spend focuses on key demand forecasting techniques to mitigate over- and under-purchase risk and purchase accurately to minimize costs.

Contract Risk Mitigation

Identifying and resolving risk in IT contracts pays long-term dividends. These sessions provide a consistent framework for assessing risk in contract language and deal-specific financial models, and advise on what terms to demand – or eliminate – from supplier agreements.

Software Asset Management

Effective software asset management requires a team of seasoned professionals with expertise in software publisher licensing models, auditing for license compliance, and a thorough understanding of the capabilities and limitations of SAM tools.

We are Deal Negotiation Experts

Explore our Main Focus Areas

Our Expertise on Your Team

ClearEdge can help drive cost optimization, risk mitigation, supplier knowledge, and best negotiation practices within your most strategic technology investments. If you are interested in learning more about our Leverage Management Program Services or want to request a proposal, fill out our contact form.