After 9 months of negotiations with Oracle for a new enterprise software purchase, a global food chain organization still had one question: is this the best deal we can get?
A lack of transparency on the vendor’s part made it impossible to know if the price they were about to commit to was fair – or if they were at a disadvantage because they were a new client.
With 7 days left to negotiate, they brought in Dark Horse to help them get to that elusive bottom line.
Solution
The confidence playbook
We gathered intel on the players on the Oracle side, tapping into the connections of our global advisory network.
We benchmarked the “right” final price and evaluated the client’s negotiation efforts to date. One of the client’s big fears was losing the price already on the table if they didn’t sign by the deadline (a common sales bluff), so we put together a negotiation playbook and supported them in their talks, giving them the confidence to hold firm despite pressure from the vendor.
Result
The final offer came in at 17% less
Turns out that initial final offer wasn’t so final after all. The clients were delighted by the savings and said they couldn’t have done it without our insight and support.
Thanks to the trust we built together, they saved $260,000!
We negotiate tech contracts every day
Dark Horse knows the ins and outs of licensing negotiation - and of getting resolutions that leave everyone satisfied with the result. If you'd like us to review a “best and final” offer, give us a call. The review is always free: you only engage us if we think we can help you do better.
