The least pleasant negotiation in enterprise software right now, and one of the most winnable, because the gap between a prepared customer and an unprepared one is larger here than anywhere else. A seventeen minute session on cores, bundles, their tactics, real leverage and the clauses that decide your five year cost.
Customers arrive at this negotiation angry, which is understandable, and anger is the least useful thing to bring into the room. The severe changes are settled and none of them are negotiable: perpetual VMware licensing is gone, the portfolio is subscription only priced per core with a sixteen core per processor minimum, products sit inside bundles rather than being sold individually, and the partner channel has been cut back so the reseller who held your paper for a decade may not be a route to market.
What remains open is a great deal, and it decides an enormous range of outcomes. Opening transition quotes on perpetual estates commonly reset the annual cost by one hundred to two hundred and fifty percent before any negotiation, and customers who took no action commonly renewed at two to three times their prior support cost. With a proper core audit and a credible alternative, settlements have landed thirty to fifty five percent below list. That spread is almost entirely a function of preparation.
The session covers the three things that actually decide your number. Your licensable core count, because in a per core world your architecture is your price list and consolidation is now a pricing lever rather than an efficiency exercise. Your alternative, which does not need to cover the whole estate: a costed, budgeted migration plan for the portion that could genuinely move is what they are pricing against. And the uplift cap, because in a subscription world the price you sign is only the first year's price.
Every line jumps the player to that point.
The model. Redress Compliance works on contingency. You negotiate with the vendor first. When you have gotten everything you can get, bring the deal to Redress and we take 25 percent of what we save you beyond your best number. Nothing saved, nothing paid. Talk to us.
