About IT Negotiations

We've sold these contracts. Now we negotiate them for you.

Our advisors spent decades inside SAP, Salesforce, IBM, and Microsoft as enterprise account executives — and one of us ran global sourcing at a Fortune 50. We know exactly how vendors price, discount, and close, because we used to do it. Now we use that playbook on your side of the table.

300+ Years Combined Ex-Vendor Account Execs Buyer Side Only No Vendor Affiliations

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Our Story

Built by the people who used to sit across the table

Most negotiation "experts" have read about how enterprise software deals work. Our advisors closed them. Between us we spent decades carrying quota at SAP, Salesforce, IBM, and Microsoft — building the proposals, running the discount approvals, and knowing exactly which concessions a deal desk will give up in the final week of a quarter.

One of us went further and crossed over: after years as a Microsoft enterprise account executive, our managing director became VP of Global Sourcing at a Fortune 50 — owning the buyer's side of eight-figure software and cloud contracts. That combination of vendor-side and procurement-side experience is rare, and it is the entire reason this firm exists.

Together, our team brings 300+ years of combined enterprise software experience to a single, simple promise: we work only for buyers. No vendor commissions, no referral fees, no conflicts. Just the vendor's own playbook, used against them on your behalf. See what that delivers on our results page.

How We Work →

"We don't pitch software. We don't take referral fees. We don't have vendor relationships that could compromise your outcome. We are one thing only: your negotiator."

IT Negotiations — Founding Principle

Why It Matters

Vendors deploy trained negotiators armed with pricing analytics, quota pressure, and deep knowledge of buyer behaviour. We bring the exact same intelligence to your side — because we built it. That asymmetry is what gets you a better number.

Meet the Team

Senior advisors. 10–30 years each. Every one ex-vendor.

The person you meet is the person who runs your negotiation — no junior analysts, no handoffs. Each advisor below led enterprise deals inside the vendor before joining us. (Profiles below are representative placeholders pending final bios.)

DO

Daniel Okonkwo

Managing Partner · SAP & ERP Practice

28 years inside SAP as an enterprise account executive — structuring ECC and S/4HANA deals, RISE/GROW migrations, and renewals for global accounts. Daniel knows how SAP builds a quote and where the maintenance and indirect-access margin really sits, because he built thousands of them.

SAP S/4HANA RISE / GROW Indirect Access Maintenance

RM

Rebecca Mancini

Partner · Salesforce & SaaS Practice

22 years as a Salesforce strategic account executive across enterprise and named accounts. Rebecca has sat in the seat that sets edition pricing, ramps, and end-of-quarter discounts — and now uses it to cut renewal cost, right-size editions, and eliminate shelfware for buyers.

Salesforce Editions Data Cloud Pricing Renewals Shelfware

VS

Vikram Shah

Partner · IBM & Infrastructure Practice

19 years as an IBM enterprise account executive across Passport Advantage, ELAs, and PVU-based licensing. Vikram has run the true-up and audit conversations from the vendor side — so he knows precisely how IBM scopes a claim and how to neutralise it on the buyer's behalf.

IBM ELA Passport Advantage PVU Licensing Audit Defense

MS

Margaret Sullivan

Managing Director · Microsoft & Procurement Strategy

24 years on both sides of the table: first as a Microsoft enterprise account executive selling EA, E3/E5, and Azure, then as VP of Global Sourcing at a Fortune 50 enterprise — owning the buyer's strategy on eight-figure software and cloud spend. Margaret is the rare advisor who has signed the deal from both chairs.

Microsoft EA E3 vs E5 Azure / MACC Procurement Strategy

Behind these four practice leads sits a wider advisory bench — together the team brings 300+ years of combined enterprise software experience across the vendors that dominate your budget. See the full roster on our team page.

Core Principles

What makes us different

Four commitments that define every engagement we take on.

01 — Independence

No vendor affiliations. Ever.

We receive no commissions, referral fees, or commercial incentives from any software vendor. Our independence is absolute and non-negotiable — it is the foundation of every recommendation we make and every position we take at the table.

02 — Insider Knowledge

We sold these contracts ourselves.

Our advisors carried quota at SAP, Salesforce, IBM, and Microsoft. We know how list price is built, where discount authority sits, and what concessions a deal desk releases under quota pressure — because we used to release them.

03 — Both Sides of the Table

Vendor-side and buyer-side.

One of our leaders ran global sourcing at a Fortune 50 after years selling for Microsoft. That dual perspective — seller and buyer — shapes how we build leverage, structure walk-away positions, and protect you on contract terms.

04 — Senior Advisors Only

No junior analysts. No bait-and-switch.

The senior advisor you meet in the sales process is the one who leads your negotiation start to finish. Every engagement is run by a practitioner with 10–30 years of vendor-specific experience.