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IT Negotiation Blog

Fredrik Filipsson

Founder & Principal Negotiation Advisor · 20+ years enterprise software negotiation · LinkedIn

250+ expert guides on enterprise software negotiation from Oracle licensing to cloud FinOps, AI procurement, and vendor contract strategy. Written by seasoned negotiation practitioners.

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Oracle Negotiation

Oracle License Negotiation Guide

Complete guide to Oracle ELA, ULA, and named user licensing strategy with real negotiation examples.

Oracle ELA Renewal Negotiation

Strategic playbook for renewing Oracle Enterprise License Agreements — timing, leverage, and contract terms.

Oracle Java Licensing 2026

Current Java licensing rules, desktop deployment models, and negotiation tactics for 2026.

Oracle Audit Defence Playbook

Step-by-step guide to defending against Oracle license audits and settling exposure.

Oracle Database Licensing Guide

Core vs named user pricing, Standard vs Enterprise Edition, and negotiation optimization.

Reduce Oracle Support Costs

Strategies to lower Oracle maintenance rates and negotiate third-party support alternatives.

Oracle ULA Exit Strategy

Planning your exit from Oracle Unlimited License Agreements with minimal penalties.

Oracle OCI Pricing Negotiation

Oracle Cloud pricing models, commitment discounts, and migration negotiation tactics.

Microsoft Negotiation

Microsoft Enterprise Agreement Negotiation

Complete EA strategy guide — renewals, SKU optimization, pricing leverage, and multi-year deals.

Microsoft EA Renewal Tactics

15 proven tactics for Microsoft EA renewals with timing strategy and competitive bidding.

Microsoft 365: E3 vs E5

Comparison of E3 and E5 editions, cost analysis, and edition optimization strategies.

Microsoft Copilot Licensing Guide

M365 Copilot, GitHub Copilot, and Copilot Studio licensing and cost negotiation.

Microsoft True-Up Guide

Understanding true-up mechanics, avoiding common traps, and negotiating favorable terms.

Azure Hybrid Benefit Guide

Maximizing AHB savings across Windows, SQL Server, and Linux with reserved instance stacking.

Microsoft Audit Defence Guide

Defending against Microsoft audits, settlement strategy, and contract hardening.

SQL Server Licensing Guide

Per-core vs Server+CAL, edition comparison, and cloud licensing negotiation.

SAP Negotiation

SAP License Negotiation Guide

Complete guide to SAP licensing — named users, indirect access, RISE, and audit exposure.

SAP S/4HANA Migration Negotiation

Leveraging ECC sunset to negotiate S/4HANA pricing and optimize migration economics.

SAP Indirect Access Guide

Understanding indirect access exposure, remediation strategies, and negotiation leverage.

SAP RISE Review

RISE all-inclusive subscription analysis — what's included, exit rights, and negotiation risks.

SAP Audit Defence Guide

Defending against SAP audits, exposure assessment, and settlement negotiation.

Reduce SAP Maintenance Costs

SAP maintenance rate reduction, third-party support alternatives, and TPS negotiation leverage.

Salesforce Negotiation

Salesforce License Negotiation Guide

Complete Salesforce negotiation strategy — editions, ELAs, pricing, and cost reduction.

Salesforce EA Renewal Tactics

15 tactics for Salesforce EA renewals with competitive leverage and timing strategy.

Salesforce Contract Negotiation Guide

MSA clauses, price protection, SLA negotiation, and contract hardening strategies.

Reduce Salesforce Costs

12 cost reduction strategies including shelfware recovery, edition rightsizing, and storage optimization.

Salesforce Einstein AI Pricing

Einstein Copilot, Agentforce, and Data Cloud credit consumption and cost optimization.

Salesforce Audit Defence Guide

Defending against Salesforce audits, phase-based strategy, and settlement negotiation.

Cloud & FinOps

Cloud Cost Optimization Guide

Complete FinOps playbook for AWS, Azure, GCP — cost reduction tactics and vendor negotiation.

AWS Cost Optimization Strategies

20 AWS cost reduction strategies including Savings Plans, EDP negotiation, and instance optimization.

Azure Cost Management Guide

Azure cost optimization — AHB stacking, MACC negotiation, and Dev/Test pricing.

GCP Cost Optimization Guide

Google Cloud cost reduction — CUD strategy, Spot VMs, and enterprise discount negotiation.

Cloud Enterprise Discount Negotiation

EDP, MACC, and GCP commit negotiation with benchmark data and 10-tactic framework.

FinOps Enterprise Guide

Building a FinOps operating model, team structure, and maturity roadmap.

Contract Strategy & Negotiation

IT Contract Negotiation Strategy

Master guide to software contract negotiation — BATNA, psychology, timing, and team structure.

Software Contract Checklist

75-point contract negotiation checklist covering pricing, audit, liability, and data portability.

BATNA in Software Negotiation

Building your best alternative to a negotiated agreement and vendor leverage strategy.

Software Contract Red Flags

25 dangerous contract clauses and how to negotiate safer terms with model language.

Software Renewal Timing Strategy

Vendor fiscal calendars, quarter-end tactics, and 12-month renewal prep timeline.

SLA Negotiation for Software

Negotiating service level agreements, uptime guarantees, and credit structures.

VMware & Broadcom

Broadcom VMware Licensing Guide

Post-acquisition licensing impact, VCF/VVF model, core pricing, and negotiation options.

VMware Subscription Pricing

Perpetual vs subscription transition, OpEx shift, and budget impact analysis.

VMware Cloud Foundation Licensing

VCF vs VVF comparison, bundle contents, and cost reduction strategies.

Broadcom VMware Negotiation

10 negotiation tactics, what won't move, and contract terms strategy.

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Browse all 332 articles

Every guide, benchmark and negotiation playbook on the site, grouped by vendor.

Oracle (27)

Microsoft & Azure (38)

SAP (19)

Salesforce (28)

AWS & Cloud (43)

VMware & Broadcom (13)

ServiceNow & Workday (18)

Adobe (9)

AI & Data Platforms (18)

Cisco, IBM & Infrastructure (22)

Security & Compliance (15)

SaaS & Negotiation Strategy (82)

IBM Db2 Licensing Guide IBM watsonx Licensing IBM License Audit Prep BSA Software Audit Guide Cloud Cost Forecasting Cloud Database Cost Optimization Procurement vs Legal in Negotiation-->