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Senior advisors. No junior analysts.

Every engagement is led by a senior advisor who spent years inside SAP, Salesforce, IBM, or Microsoft as an enterprise account executive — and one of us ran global sourcing at a Fortune 50. We know how vendors price, discount, and close, because we used to do it.

300+ Years Combined Ex-Vendor Account Execs Senior Advisors Only Buyer Side Only
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Why Team Matters

The person you meet is the person who leads your deal

Many advisory firms use senior advisors to win business, then hand the work to junior analysts. We never do this. You meet a senior advisor, you work with that senior advisor — start to finish.

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. He authors our SAP and Oracle coverage on the blog.
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. She authors our Salesforce and SaaS coverage on the blog.
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. He authors our IBM, infrastructure, and security coverage on the blog.
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 authors our Microsoft, cloud, and AI coverage on the blog.
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. Read more about the firm on our About page.

Work directly with a senior advisor from day one

No handoffs. No analysts. The expert you meet runs your engagement.

Book Consultation → How We Work
Our Commitment to You

Standards every advisor on our team upholds

01
Vendor-Specific Depth
Every advisor on our team specialises in specific vendors. We don't use generalists. Your SAP engagement is led by an ex-SAP account executive. Your Microsoft EA is led by an ex-Microsoft specialist. Vendor-specific intelligence is non-negotiable.
02
Total Confidentiality
All engagement details, contract terms, and outcomes are held in strict confidence. We never use client case studies without explicit written permission — and all published case studies are anonymised unless otherwise agreed.
03
No Conflicts. Ever.
Our advisors do not advise vendors, take vendor referral fees, or engage in activities that could compromise their independence. Annual conflict-of-interest declarations are required. Our independence policy is absolute.
04
Continuous Intelligence
Our advisors maintain active networks within vendor sales organisations. We track pricing changes, quota cycles, product roadmaps, and deal desk policies in real time — intelligence that directly informs your negotiation position.
"We expected a consultant who would review our contracts and give us a report. What we got was Daniel sitting directly across from SAP's account team, challenging their numbers, refusing their walk-backs, and closing a deal we couldn't have reached ourselves. The quality of the person matters enormously in these negotiations — and IT Negotiations delivered."
VP of IT Procurement — Global Financial Services Group (40,000-seat SAP estate)

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