https://redresscompliance.com/videos/adobe-etla-renewal-negotiation-prep-three-calls-november https://redresscompliance.com/assets/img/videos/adobe-etla-renewal-negotiation-prep-three-calls-november.jpg Adobe ETLA Renewal, Part 2: Negotiation Prep, the Three Calls to the November Close The negotiation prep from the VendorBenchmark Adobe ETLA briefing: the framing call and its five questions, the deconstruction call and its six moves, the reseller shadow price and the Experience Cloud lane, what is cheap and expensive for Adobe, and the close call checklist inside the autumn quarter. https://media.redresscompliance.com/videos/adobe-etla-renewal-negotiation-prep-three-calls-november.mp4 249 2026-09-03 yes no no https://redresscompliance.com/videos/adobe-etla-renewal-talking-points-repackaging-pdf-knife https://redresscompliance.com/assets/img/videos/adobe-etla-renewal-talking-points-repackaging-pdf-knife.jpg Adobe ETLA Renewal, Part 1: Talking Points on Repackaging, Hygiene, and the PDF Knife Adobe renewals are a repackaging machine and nearly every estate is oversized by default. The talking points from the VendorBenchmark Adobe ETLA prep: the four shifts, the two moves that decide the deal before any discount, what you assemble, how the account team is paid, and the five sentences that reprice the deal against you. https://media.redresscompliance.com/videos/adobe-etla-renewal-talking-points-repackaging-pdf-knife.mp4 257 2026-09-03 yes no no https://redresscompliance.com/videos/agentforce-datacloud https://redresscompliance.com/assets/img/videos/agentforce-datacloud.jpg Negotiating Agentforce and Data Cloud: The Credit Economy Three currencies, three discount curves: Flex Credits, conversations, and Data Cloud credits. Vendor forecasts run 30 to 50 percent high and buyers burn 45 to 70 percent of commits. Sizing from telemetry, capping the 7 to 12 percent uplift, and keeping the AI severable. https://media.redresscompliance.com/videos/agentforce-datacloud.mp4 246 2026-08-08 yes no no https://redresscompliance.com/videos/amazon-web-services-sizing-the-aws-commit-the-one-number-tha https://redresscompliance.com/assets/img/videos/amazon-web-services-sizing-the-aws-commit-the-one-number-tha.jpg Sizing the AWS Commit: The One Number That Decides the Deal The commit level sets your discount tier and your shortfall risk at the same time. How to size against a proven baseline rather than a growth forecast, and why the biggest headline discount rarely produces the lowest effective rate. https://media.redresscompliance.com/videos/amazon-web-services-sizing-the-aws-commit-the-one-number-tha.mp4 388 2026-08-09 yes no no https://redresscompliance.com/videos/anaplan-renewal-thoma-bravo-workspace-audit-onestream https://redresscompliance.com/assets/img/videos/anaplan-renewal-thoma-bravo-workspace-audit-onestream.jpg Anaplan Renewal, Part 1: Thoma Bravo, the Workspace Audit, and the OneStream Anchor Thoma Bravo bought Anaplan in 2022 and the uplifts followed. Part one of the VendorBenchmark Anaplan prep: the four shifts, the workspace audit that finds two to three times the active production count, the Full Access versus Connect user audit, the OneStream and Pigment file, and the framing call that names the acquisition. https://media.redresscompliance.com/videos/anaplan-renewal-thoma-bravo-workspace-audit-onestream.mp4 272 2026-09-02 yes no no https://redresscompliance.com/videos/anaplan-renewal-workspaces-user-tiers-january-close https://redresscompliance.com/assets/img/videos/anaplan-renewal-workspaces-user-tiers-january-close.jpg Anaplan Renewal, Part 2: Workspaces, User Tiers, and the January Close Part two of the VendorBenchmark Anaplan prep: the deconstruction call and its six moves, the deflections you will hear and the answer to each, how account executives under Thoma Bravo are paid, what is cheap and expensive for Anaplan to give, the close call checklist inside the January window, and the trading lines that work. https://media.redresscompliance.com/videos/anaplan-renewal-workspaces-user-tiers-january-close.mp4 273 2026-09-02 yes no no https://redresscompliance.com/videos/anthropic-negotiations-01-what-you-are-buying https://redresscompliance.com/assets/img/videos/anthropic-negotiations-01-what-you-are-buying.jpg What You Are Actually Buying Part 1 of the Negotiating Anthropic series. Tokens, seats and three routes to purchase, each priced differently. The model tier choice that moves cost more than any discount, and why input and output are not the same commodity. https://media.redresscompliance.com/videos/anthropic-negotiations-01-what-you-are-buying.mp4 252 2026-08-17 yes no no https://redresscompliance.com/videos/anthropic-negotiations-02-estimating-the-commitment https://redresscompliance.com/assets/img/videos/anthropic-negotiations-02-estimating-the-commitment.jpg Estimating the Commitment Part 2 of the Negotiating Anthropic series. Size it on measured tokens, not on seats or headcount. How to build the baseline, how to model growth honestly, and why the error bars are wider here than in any other software category. https://media.redresscompliance.com/videos/anthropic-negotiations-02-estimating-the-commitment.mp4 232 2026-08-17 yes no no https://redresscompliance.com/videos/anthropic-negotiations-03-signing-the-agreement https://redresscompliance.com/assets/img/videos/anthropic-negotiations-03-signing-the-agreement.jpg Signing the Enterprise Agreement Part 3 of the Negotiating Anthropic series. What the agreement actually has to cover: the commitment and its shape, the rate card, data and training terms, model deprecation, capacity, and what happens if you under consume. https://media.redresscompliance.com/videos/anthropic-negotiations-03-signing-the-agreement.mp4 230 2026-08-17 yes no no https://redresscompliance.com/videos/anthropic-negotiations-04-the-difficulties https://redresscompliance.com/assets/img/videos/anthropic-negotiations-04-the-difficulties.jpg The Difficulties Part 4 of the Negotiating Anthropic series. An honest account of why this negotiation is harder than a Microsoft or Oracle renewal: no published benchmarks, thin precedent, models that change under the contract, and demand you cannot forecast. https://media.redresscompliance.com/videos/anthropic-negotiations-04-the-difficulties.mp4 227 2026-08-17 yes no no https://redresscompliance.com/videos/anthropic-negotiations-05-where-your-leverage-is https://redresscompliance.com/assets/img/videos/anthropic-negotiations-05-where-your-leverage-is.jpg Where Your Leverage Is Part 5 of the Negotiating Anthropic series. Portability across models and providers, the cloud marketplace route that draws down a commitment you have already made, a phased ramp instead of a headline number, and the value of being an early reference. https://media.redresscompliance.com/videos/anthropic-negotiations-05-where-your-leverage-is.mp4 225 2026-08-17 yes no no https://redresscompliance.com/videos/anthropic-negotiations-06-after-the-signature https://redresscompliance.com/assets/img/videos/anthropic-negotiations-06-after-the-signature.jpg After the Signature Part 6 of the Negotiating Anthropic series. With consumption pricing the money is won after signing, not at it. Routing, caching, batching, monitoring and the true up discipline that decides what the term actually costs. https://media.redresscompliance.com/videos/anthropic-negotiations-06-after-the-signature.mp4 210 2026-08-17 yes no no https://redresscompliance.com/videos/atlassian-negotiation-prep-three-paths-june-close https://redresscompliance.com/assets/img/videos/atlassian-negotiation-prep-three-paths-june-close.jpg Atlassian Negotiation, Part 2: Negotiation Prep, Three Paths, and the June Close The negotiation prep from the VendorBenchmark Atlassian playbook: the cleanup before any quote, the twelve month runway, the three paths modeled on 4,200 users, the protections the paper must carry, the tactics and counters, and the endgame that takes the bill down about thirty percent by June 30. https://media.redresscompliance.com/videos/atlassian-negotiation-prep-three-paths-june-close.mp4 278 2026-09-03 yes no no https://redresscompliance.com/videos/atlassian-renewal-negotiation-prep-three-calls-increase-calendar https://redresscompliance.com/assets/img/videos/atlassian-renewal-negotiation-prep-three-calls-increase-calendar.jpg Atlassian Renewal, Part 2: Negotiation Prep, Three Calls Ahead of the Increase The negotiation prep from the VendorBenchmark Atlassian renewal briefing: the framing call and its five questions, the deflections word for word, the six moves of the deconstruction call, the close call checklist timed to June or the increase calendar, and how to customize the script for Data Center, migration, and tier cliffs. https://media.redresscompliance.com/videos/atlassian-renewal-negotiation-prep-three-calls-increase-calendar.mp4 259 2026-09-03 yes no no https://redresscompliance.com/videos/atlassian-renewal-talking-points-staircase-band-map https://redresscompliance.com/assets/img/videos/atlassian-renewal-talking-points-staircase-band-map.jpg Atlassian Renewal, Part 1: Talking Points on the Staircase and the Band Map Atlassian's pricing is a staircase you climb automatically unless someone is watching. The talking points from the VendorBenchmark Atlassian renewal prep: the four shifts, what you assemble before the first call, how the enterprise desk and the partners are paid, what is cheap and expensive for Atlassian to give, and the five sentences that reprice the deal against you. https://media.redresscompliance.com/videos/atlassian-renewal-talking-points-staircase-band-map.mp4 250 2026-09-03 yes no no https://redresscompliance.com/videos/atlassian-talking-points-tier-cliffs-marketplace-squeeze https://redresscompliance.com/assets/img/videos/atlassian-talking-points-tier-cliffs-marketplace-squeeze.jpg Atlassian Negotiation, Part 1: Talking Points on Tier Cliffs and the Squeeze The tool nobody had to approve now bills by design. The talking points from the VendorBenchmark Atlassian playbook: the tier cliff and the Data Center squeeze, what changed, the 5,300 user estate where 1,100 are inactive, the marketplace multiplier, the edition mix, and the migration as currency. https://media.redresscompliance.com/videos/atlassian-talking-points-tier-cliffs-marketplace-squeeze.mp4 267 2026-09-03 yes no no https://redresscompliance.com/videos/aws-edp-negotiation-prep-baseline-to-corridor https://redresscompliance.com/assets/img/videos/aws-edp-negotiation-prep-baseline-to-corridor.jpg AWS EDP Negotiation, Part 2: Negotiation Prep, from the Baseline to the Corridor The negotiation prep from the VendorBenchmark AWS EDP briefing: the framing call and its five questions, the deconstruction call's six moves from the baseline to the corridor and the credits, the close call checklist with exit terms in writing, and how to customize the script for a first deal, a flat renewal, heavy egress, or big AI plans. https://media.redresscompliance.com/videos/aws-edp-negotiation-prep-baseline-to-corridor.mp4 260 2026-09-03 yes no no https://redresscompliance.com/videos/aws-edp-talking-points-bet-against-your-forecast https://redresscompliance.com/assets/img/videos/aws-edp-talking-points-bet-against-your-forecast.jpg AWS EDP Negotiation, Part 1: Talking Points on the Bet Against Your Own Forecast An EDP is a bet against your own forecast, and AWS holds the model. The talking points from the VendorBenchmark AWS EDP prep: why the fallback is fine, the four shifts, what you assemble, how the account team is paid and why the deal's shape moves more freely than its rate, and the five sentences that reprice the deal against you. https://media.redresscompliance.com/videos/aws-edp-talking-points-bet-against-your-forecast.mp4 254 2026-09-03 yes no no https://redresscompliance.com/videos/aws-enterprise-on-ramp-retirement https://redresscompliance.com/assets/img/videos/aws-enterprise-on-ramp-retirement.jpg AWS Retires Enterprise On Ramp: The Support Line Nobody Negotiated On January 1, 2027 AWS retires Enterprise On Ramp, Business and Developer Support and upgrades On Ramp customers to Enterprise Support automatically. Why no action required means no negotiation, the gross versus net EDP base that swings the support line by twenty percent, and the sequence that turns an automatic upgrade into a negotiated one. https://media.redresscompliance.com/videos/aws-enterprise-on-ramp-retirement.mp4 321 2026-09-02 yes no no https://redresscompliance.com/videos/aws-negotiations-e01 https://redresscompliance.com/assets/img/videos/aws-negotiations-e01.jpg Negotiating AWS 1: What You Are Actually Signing EDP and PPA are one instrument now, so name the mechanism instead. The commitment is a floor not a budget, the honest discount range is 5 to 20 percent, AWS pays for term length, and credits are the lever nobody asks for. https://media.redresscompliance.com/videos/aws-negotiations-e01.mp4 239 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e02 https://redresscompliance.com/assets/img/videos/aws-negotiations-e02.jpg Negotiating AWS 2: The Commitment, and the Measurement Rule The commitment retires on net spend while support bills on gross, so AWS uses whichever base is worse for you in each place. Plus the one way ramp, shortfall as an invoice, and the relief clauses to win first. https://media.redresscompliance.com/videos/aws-negotiations-e02.mp4 233 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e03 https://redresscompliance.com/assets/img/videos/aws-negotiations-e03.jpg Negotiating AWS 3: The Discount Stack Reserved Instances, then Savings Plans, then your negotiated rate, multiplied not added. Savings Plan bundling, marketplace as shortfall insurance rather than saving, and the effective rate that turns a 15 percent headline into 11. https://media.redresscompliance.com/videos/aws-negotiations-e03.mp4 250 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e04 https://redresscompliance.com/assets/img/videos/aws-negotiations-e04.jpg Negotiating AWS 4: Build the Baseline The cost and usage report as ground truth, coverage measured honestly (a quarter of AWS customers save nothing), optimising before you commit rather than after, and separating the commodity bill from the accelerator bill. https://media.redresscompliance.com/videos/aws-negotiations-e04.mp4 266 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e05 https://redresscompliance.com/assets/img/videos/aws-negotiations-e05.jpg Negotiating AWS 5: Know What Good Looks Like Published benchmark tables disagree by a factor of three. The one verifiable AWS discount is 9 percent, filed with regulators. Plus the bands, the breakpoints, competition worth 3 to 8 points, and effective against headline rate. https://media.redresscompliance.com/videos/aws-negotiations-e05.mp4 280 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e06 https://redresscompliance.com/assets/img/videos/aws-negotiations-e06.jpg Negotiating AWS 6: Plan the Campaign Your account manager cannot price your deal, and two of the three triggers that reach the team who can are things you control. Plus the December clock and the monthly cutoff, the nine month timeline, and the reseller structure to insist on. https://media.redresscompliance.com/videos/aws-negotiations-e06.mp4 279 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e07 https://redresscompliance.com/assets/img/videos/aws-negotiations-e07.jpg Negotiating AWS 7: AWS's Playbook, and the Counters Five moves AWS runs in almost every account: the forecast that is not yours, migration funding that buys your future baseline, the first offer, the scarcity story, and the renewal that reprices your own discipline. https://media.redresscompliance.com/videos/aws-negotiations-e07.mp4 251 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e08 https://redresscompliance.com/assets/img/videos/aws-negotiations-e08.jpg Negotiating AWS 8: Size and Structure the Commit Fix the measurement basis before the number, back weight the ramp, ask for Available Balance and Rollover Amount by name, and price the termination for convenience waiver that signing quietly costs you. https://media.redresscompliance.com/videos/aws-negotiations-e08.mp4 255 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e09 https://redresscompliance.com/assets/img/videos/aws-negotiations-e09.jpg Negotiating AWS 9: Credits, Marketplace and Support Credits that can manufacture your own shortfall, marketplace as insurance rather than saving, support billed on gross spend, and the arbitrage that retires commitment while staying out of the support fee base. https://media.redresscompliance.com/videos/aws-negotiations-e09.mp4 278 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e10 https://redresscompliance.com/assets/img/videos/aws-negotiations-e10.jpg Negotiating AWS 10: Terms That Outlast the Discount The base agreement changes on posting with no notice, service credits require you to prove AWS's outage, there is no durability SLA at all, AI data use is opt in by default across security tooling, and the regulator has closed the file. https://media.redresscompliance.com/videos/aws-negotiations-e10.mp4 299 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e11 https://redresscompliance.com/assets/img/videos/aws-negotiations-e11.jpg Negotiating AWS 11: Run AWS Between Renewals The paradox of doing well: every optimisation lowers the spend that retires your commitment. Watch burn down not the bill, own credits and marketplace eligibility, and do the arithmetic before panicking about a shortfall. https://media.redresscompliance.com/videos/aws-negotiations-e11.mp4 260 2026-08-15 yes no no https://redresscompliance.com/videos/aws-negotiations-e12 https://redresscompliance.com/assets/img/videos/aws-negotiations-e12.jpg Negotiating AWS 12: The Capstone, One Estate, One Campaign A composite engagement run end to end: a $23M proposal met with a $17.4M measured run rate, six weeks of optimisation before a word was spoken, and four asks that carried the deal. https://media.redresscompliance.com/videos/aws-negotiations-e12.mp4 254 2026-08-15 yes no no https://redresscompliance.com/videos/azure-macc-negotiation-prep-one-motion-one-close https://redresscompliance.com/assets/img/videos/azure-macc-negotiation-prep-one-motion-one-close.jpg Azure MACC Negotiation, Part 2: Negotiation Prep, One Motion, One Close The negotiation prep from the VendorBenchmark Azure MACC briefing: the framing call and the highest value sentence in the playbook, the five questions, the deconstruction call's six moves from the baseline to the cross trade, the close call checklist across the whole relationship, and how to customize the script. https://media.redresscompliance.com/videos/azure-macc-negotiation-prep-one-motion-one-close.mp4 269 2026-09-03 yes no no https://redresscompliance.com/videos/azure-macc-talking-points-chip-baseline-burn https://redresscompliance.com/assets/img/videos/azure-macc-talking-points-chip-baseline-burn.jpg Azure MACC Negotiation, Part 1: Talking Points on the Chip, the Baseline, and the Burn An Azure commitment is a chip inside the whole Microsoft relationship, and it is the chip Microsoft wants most. The talking points from the VendorBenchmark Azure MACC prep: the four shifts, what you assemble, how the account team is paid, why the commit sizes below your forecast, and the five sentences that reprice the deal against you. https://media.redresscompliance.com/videos/azure-macc-talking-points-chip-baseline-burn.mp4 262 2026-09-03 yes no no https://redresscompliance.com/videos/broadcom-5-tactics https://redresscompliance.com/assets/img/videos/broadcom-5-tactics.jpg 5 Tactics That Move the Number in a Broadcom Negotiation Own the core count, make the exit costed, partial, and visible, never negotiate on their clock, weigh the protections above the price, and escalate with independent benchmarks. The preparation that lands 15 to 30 percent below the first number. https://media.redresscompliance.com/videos/broadcom-5-tactics.mp4 253 2026-08-08 yes no no https://redresscompliance.com/videos/broadcom-negotiations-01-the-broadcom-model https://redresscompliance.com/assets/img/videos/broadcom-negotiations-01-the-broadcom-model.jpg The Broadcom Model Part 1 of the Negotiating Broadcom series. Broadcom paid 18.9 billion dollars for a business its own seller called structurally declining, and the plan was never volume. What the filings say, what the investor day put on a slide, and why appeals to fairness do not land. https://media.redresscompliance.com/videos/broadcom-negotiations-01-the-broadcom-model.mp4 289 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-02-the-vmware-estate https://redresscompliance.com/assets/img/videos/broadcom-negotiations-02-the-vmware-estate.jpg The VMware Estate After the Repackaging Part 2 of the Negotiating Broadcom series. Two bundles, per core with a sixteen core floor, three year terms paid up front, and a support horizon in October 2027 that decides your timing more than your renewal date does. What the estate actually looks like now, and which numbers are real. https://media.redresscompliance.com/videos/broadcom-negotiations-02-the-vmware-estate.mp4 289 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-03-the-mainframe-estate https://redresscompliance.com/assets/img/videos/broadcom-negotiations-03-the-mainframe-estate.jpg The Mainframe Estate Part 3 of the Negotiating Broadcom series. The CA portfolio is very much alive, and its commercial model is the one almost nobody reads closely. Consumption licensing measured hourly, a published escalator compounding a third since 2021, and two clauses that decide the whole negotiation. https://media.redresscompliance.com/videos/broadcom-negotiations-03-the-mainframe-estate.mp4 282 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-04-the-quote-that-arrives-late https://redresscompliance.com/assets/img/videos/broadcom-negotiations-04-the-quote-that-arrives-late.jpg The Quote That Arrives Late Part 4 of the Negotiating Broadcom series. Documented case by case in court papers rather than in any policy, and effective for reasons that need no intent at all. The three mechanics behind a late quote, and why the counter is a calendar rather than a complaint. https://media.redresscompliance.com/videos/broadcom-negotiations-04-the-quote-that-arrives-late.mp4 264 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-05-the-audit https://redresscompliance.com/assets/img/videos/broadcom-negotiations-05-the-audit.jpg The Audit, and the Machine That Replaced It Part 5 of the Negotiating Broadcom series. Three business days to respond, letters arriving within a week of a lapse, and a compliance report every 180 days that degrades your management plane at 270. The audit has been automated, and the ask is a cure period. https://media.redresscompliance.com/videos/broadcom-negotiations-05-the-audit.mp4 274 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-06-does-leaving-save-money https://redresscompliance.com/assets/img/videos/broadcom-negotiations-06-does-leaving-save-money.jpg Does Leaving Actually Save Money Part 6 of the Negotiating Broadcom series. The honest answer, because a one sided claim gets dismantled in the room. Where switching genuinely saves, where it does not, which products you should never bluff about, and the one precedent that beat the renewal date. https://media.redresscompliance.com/videos/broadcom-negotiations-06-does-leaving-save-money.mp4 293 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-07-where-your-leverage-is https://redresscompliance.com/assets/img/videos/broadcom-negotiations-07-where-your-leverage-is.jpg Where Your Leverage Actually Is Part 7 of the Negotiating Broadcom series. Not the exit threat, because they know the completion statistics. Your existing contract rights, the vendor's own admission that much of what it sold is undeployed, and a quarter end calendar you can read straight from the filings. https://media.redresscompliance.com/videos/broadcom-negotiations-07-where-your-leverage-is.mp4 272 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-08-negotiating-the-vmware-deal https://redresscompliance.com/assets/img/videos/broadcom-negotiations-08-negotiating-the-vmware-deal.jpg Negotiating the VMware Deal Part 8 of the Negotiating Broadcom series. One price, four or more documents, and an order of precedence in which the lower layers override the higher ones. What governs, what to ask for, in what order, and what to trade away deliberately. https://media.redresscompliance.com/videos/broadcom-negotiations-08-negotiating-the-vmware-deal.mp4 257 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-09-negotiating-the-mainframe-deal https://redresscompliance.com/assets/img/videos/broadcom-negotiations-09-negotiating-the-mainframe-deal.jpg Negotiating the Mainframe Deal Part 9 of the Negotiating Broadcom series. Capacity terms before the hardware, line item visibility as a named ask, a cap on the next term, and the sequencing of your Broadcom, IBM and BMC renewals so that one unmanaged peak does not ratchet three invoices at once. https://media.redresscompliance.com/videos/broadcom-negotiations-09-negotiating-the-mainframe-deal.mp4 264 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-negotiations-10-one-estate-one-campaign https://redresscompliance.com/assets/img/videos/broadcom-negotiations-10-one-estate-one-campaign.jpg Capstone: One Estate, One Campaign Part 10 of the Negotiating Broadcom series. Both halves of the estate run as a single campaign on one timeline, with the asks ranked, the evidence assembled, and the decisions that have to be made before you ever answer the renewal letter. https://media.redresscompliance.com/videos/broadcom-negotiations-10-one-estate-one-campaign.mp4 254 2026-08-16 yes no no https://redresscompliance.com/videos/broadcom-sales-patterns https://redresscompliance.com/assets/img/videos/broadcom-sales-patterns.jpg How Broadcom Sells: The Five Patterns to Expect at the Table The quote that arrives late or not at all, everything as a bundle, the year-end squeeze against a late October fiscal close, take it or leave it as a calibrated posture, and compliance pressure run alongside the commercial conversation. https://media.redresscompliance.com/videos/broadcom-sales-patterns.mp4 269 2026-08-08 yes no no https://redresscompliance.com/videos/broadcom-vmware-renewal-2026-early-renewal https://redresscompliance.com/assets/img/videos/broadcom-vmware-renewal-2026-early-renewal.jpg Broadcom VMware Renewals in 2026: Early Renewal Is Now the Buyer's Tactic The 2024 Broadcom cycle was a price shock. The 2026 cycle clears 30 to 55 percent below list for prepared buyers, and early renewal has become a buyer tactic. When to renew early, when not to, the rule changes to check before any quote, and the 120 host illustration where the same estate costs 10.8 million or 4.8 million. https://media.redresscompliance.com/videos/broadcom-vmware-renewal-2026-early-renewal.mp4 315 2026-09-02 yes no no https://redresscompliance.com/videos/cisco-2026-tactics https://redresscompliance.com/assets/img/videos/cisco-2026-tactics.jpg Cisco Negotiations in 2026: How to Prepare, and the Tactics You Will Face The 2026 EA got bigger and stickier with Splunk folded in. The four tactics to expect, the consumption baseline, the leverage file with the discount ladder from 20 to 35 percent by commit tier, and spending capital on mechanics over headlines. https://media.redresscompliance.com/videos/cisco-2026-tactics.mp4 295 2026-08-08 yes no no https://redresscompliance.com/videos/cisco-5-tips https://redresscompliance.com/assets/img/videos/cisco-5-tips.jpg 5 Tips for Negotiating with Cisco Commit to reality not history, cap the true forward first (3 to 4 percent vs the 5 to 8 opener, worth $80k to $160k on a $2M baseline), price Splunk standalone before it enters the bundle, attack the support line, and use the late-July fiscal year. https://media.redresscompliance.com/videos/cisco-5-tips.mp4 272 2026-08-08 yes no no https://redresscompliance.com/videos/cisco-ea-renewal-negotiation-prep-three-calls-july https://redresscompliance.com/assets/img/videos/cisco-ea-renewal-negotiation-prep-three-calls-july.jpg Cisco EA Renewal, Part 2: Negotiation Prep, Three Calls Into July The negotiation prep from the VendorBenchmark Cisco EA renewal briefing: the framing call that forces the activated basis, the five questions, the deflections word for word, the six moves of the deconstruction call, the close call checklist timed to July, and how to customize the script for Splunk, collaboration, and the refresh. https://media.redresscompliance.com/videos/cisco-ea-renewal-negotiation-prep-three-calls-july.mp4 265 2026-09-03 yes no no https://redresscompliance.com/videos/cisco-ea-renewal-talking-points-ratchet-activated-basis https://redresscompliance.com/assets/img/videos/cisco-ea-renewal-talking-points-ratchet-activated-basis.jpg Cisco EA Renewal, Part 1: Talking Points on the Ratchet and the Activated Basis A Cisco enterprise agreement is a ratchet with a calendar, sold through a channel that is not on your side. The talking points from the VendorBenchmark Cisco EA renewal prep: the structural counters, the four shifts, what you assemble, how the account team and the partner are paid, and the five sentences that reprice the deal against you. https://media.redresscompliance.com/videos/cisco-ea-renewal-talking-points-ratchet-activated-basis.mp4 262 2026-09-03 yes no no https://redresscompliance.com/videos/cisco-splunk-negotiation-prep-ea-refresh-july-close https://redresscompliance.com/assets/img/videos/cisco-splunk-negotiation-prep-ea-refresh-july-close.jpg Cisco and Splunk, Part 2: Negotiation Prep for the EA, the Refresh, and the July Close The negotiation prep from the VendorBenchmark Cisco playbook: the fifteen month runway aimed at late July, the EA composition rule, the tactics and their counters, True Forward tamed at signing, the refresh spent deliberately, and the endgame that takes the run rate down about thirty percent. https://media.redresscompliance.com/videos/cisco-splunk-negotiation-prep-ea-refresh-july-close.mp4 280 2026-09-03 yes no no https://redresscompliance.com/videos/cisco-splunk-talking-points-attach-machine-true-forward https://redresscompliance.com/assets/img/videos/cisco-splunk-talking-points-attach-machine-true-forward.jpg Cisco and Splunk, Part 1: Talking Points on the Attach Machine and True Forward Hardware pulls subscriptions, subscriptions pull suites, suites pull the Enterprise Agreement, and True Forward ratchets the counts. The talking points from the VendorBenchmark Cisco playbook: the three buyer advantages, what changed, the tier math on 8,000 devices, the Splunk meter, support, and the refresh as currency. https://media.redresscompliance.com/videos/cisco-splunk-talking-points-attach-machine-true-forward.mp4 276 2026-09-03 yes no no https://redresscompliance.com/videos/citrix-csg-negotiation-prep-census-three-paths-arr-lock https://redresscompliance.com/assets/img/videos/citrix-csg-negotiation-prep-census-three-paths-arr-lock.jpg Citrix Negotiation, Part 2: Negotiation Prep, the Census, Three Paths, and the ARR Lock The negotiation prep from the VendorBenchmark Citrix and Cloud Software Group playbook: the eighteen to twenty four month runway, the platform license priced against components, the owner's trade, the give get table, the moves and their counters, the concessions checklist, and the endgame that turns a tripled quote into a modest increase on a smaller footprint. https://media.redresscompliance.com/videos/citrix-csg-negotiation-prep-census-three-paths-arr-lock.mp4 284 2026-09-03 yes no no https://redresscompliance.com/videos/citrix-csg-talking-points-original-squeeze-platform-license https://redresscompliance.com/assets/img/videos/citrix-csg-talking-points-original-squeeze-platform-license.jpg Citrix Negotiation, Part 1: Talking Points on the Squeeze and the Platform License Before Broadcom made the model famous, Citrix ran it. The talking points from the VendorBenchmark Citrix and Cloud Software Group playbook: why private equity ownership and mature VDI alternatives both favor the prepared buyer, what changed since you signed, the definitional census worth six figures, the three paths and the split, NetScaler as its own negotiation, and the owner's math decoded. https://media.redresscompliance.com/videos/citrix-csg-talking-points-original-squeeze-platform-license.mp4 279 2026-09-03 yes no no https://redresscompliance.com/videos/converting-off-atlassian-data-center-before-the-2029-deadlin https://redresscompliance.com/assets/img/videos/converting-off-atlassian-data-center-before-the-2029-deadlin.jpg Converting Off Atlassian Data Center Before the 2029 Deadline Data Center renewal pricing is the migration instrument, not a cost rise. How to price the renewal, the Cloud equivalent, and the migration as one comparison, and how to use a credible move in both directions. https://media.redresscompliance.com/videos/converting-off-atlassian-data-center-before-the-2029-deadlin.mp4 391 2026-08-10 yes no no https://redresscompliance.com/videos/coupa-negotiation-module-census-january-close https://redresscompliance.com/assets/img/videos/coupa-negotiation-module-census-january-close.jpg Coupa Negotiation, Part 2: The Module Census, Coupa Pay, and the January Close Part two of the VendorBenchmark Coupa playbook. Suites are bought as visions and renewed as inventories: the module census, the supplier and user sub meters trued down to reality, the Coupa Pay rebate arithmetic, the ERP shadow that prices the estate, and the January close that lands a 1.55 million dollar proposal at roughly 1.0 million. https://media.redresscompliance.com/videos/coupa-negotiation-module-census-january-close.mp4 258 2026-09-02 yes no no https://redresscompliance.com/videos/coupa-negotiation-sum-meter-band-cliffs https://redresscompliance.com/assets/img/videos/coupa-negotiation-sum-meter-band-cliffs.jpg Coupa Negotiation, Part 1: The Spend Under Management Meter and the Band Cliffs Coupa prices its platform on a meter made of your own spend. Part one of the VendorBenchmark Coupa playbook: what changed under private equity, how supplier inflation crosses band cliffs, the 1.3 million dollar estate proposed at 1.55, and the definition that lands qualifying spend at 2.3 billion instead of 2.9. https://media.redresscompliance.com/videos/coupa-negotiation-sum-meter-band-cliffs.mp4 274 2026-09-02 yes no no https://redresscompliance.com/videos/crowdstrike-falcon-flex-negotiation-prep-plan-sized-pool-january https://redresscompliance.com/assets/img/videos/crowdstrike-falcon-flex-negotiation-prep-plan-sized-pool-january.jpg CrowdStrike Falcon Flex, Part 2: Negotiation Prep, the Plan Sized Pool and January The negotiation prep from the VendorBenchmark CrowdStrike playbook: the twelve month runway plus the monthly burn discipline, the five workstreams, the give get table, the moves and their counters, the concessions checklist, and the endgame that keeps the same platform with an owned calendar and a capped future. https://media.redresscompliance.com/videos/crowdstrike-falcon-flex-negotiation-prep-plan-sized-pool-january.mp4 280 2026-09-03 yes no no https://redresscompliance.com/videos/crowdstrike-falcon-flex-talking-points-burn-through-reflex-trap https://redresscompliance.com/assets/img/videos/crowdstrike-falcon-flex-talking-points-burn-through-reflex-trap.jpg CrowdStrike Falcon Flex, Part 1: Talking Points on the Burn Through and the Re Flex Trap Falcon Flex converts the renewal into a rolling series of expansion conversations timed by your own consumption. The talking points from the VendorBenchmark CrowdStrike playbook: restoring the calendar, what changed since you signed, the burn through math, the rate card and the two end of pool clauses, the shadow competitor, and the mistakes that cost millions. https://media.redresscompliance.com/videos/crowdstrike-falcon-flex-talking-points-burn-through-reflex-trap.mp4 258 2026-09-03 yes no no https://redresscompliance.com/videos/crowdstrike-flex-take-the-model-keep-the-exits https://redresscompliance.com/assets/img/videos/crowdstrike-flex-take-the-model-keep-the-exits.jpg CrowdStrike Flex: Take the Model, Keep the Exits Flex buys flexibility in what you deploy and takes it away in whether you can leave. How to accept the consumption model without accepting the lock in that usually travels with it. https://media.redresscompliance.com/videos/crowdstrike-flex-take-the-model-keep-the-exits.mp4 333 2026-08-09 yes no no https://redresscompliance.com/videos/cutting-splunk-data-before-you-cut-the-deal https://redresscompliance.com/assets/img/videos/cutting-splunk-data-before-you-cut-the-deal.jpg Cutting Splunk Data Before You Cut the Deal Ingestion volume sets the bill, so architecture decides the price. What to route where before you open the commercial conversation. https://media.redresscompliance.com/videos/cutting-splunk-data-before-you-cut-the-deal.mp4 321 2026-08-10 yes no no https://redresscompliance.com/videos/databricks-consumption-commits-sell-the-curve-keep-the-rate https://redresscompliance.com/assets/img/videos/databricks-consumption-commits-sell-the-curve-keep-the-rate.jpg Databricks Consumption Commits: They Sell the Curve, You Keep the Rate Consumption commitments are sold on the adoption curve and paid on the meter. Fix the rate for the full term, and size the commit to what you can prove rather than to the ramp in the slide. https://media.redresscompliance.com/videos/databricks-consumption-commits-sell-the-curve-keep-the-rate.mp4 405 2026-08-10 yes no no https://redresscompliance.com/videos/databricks-renewal-sell-the-curve-keep-the-rate-protections https://redresscompliance.com/assets/img/videos/databricks-renewal-sell-the-curve-keep-the-rate-protections.jpg The Databricks Renewal: Keep the Rate Protections What to hold at renewal when consumption has grown: the per unit rate, the rollover position, and the uplift cap that costs nothing at signing and a great deal later. https://media.redresscompliance.com/videos/databricks-renewal-sell-the-curve-keep-the-rate-protections.mp4 317 2026-08-09 yes no no https://redresscompliance.com/videos/datadog-negotiate-the-billing-mechanics-not-the-rate-card https://redresscompliance.com/assets/img/videos/datadog-negotiate-the-billing-mechanics-not-the-rate-card.jpg Datadog: Negotiate the Billing Mechanics, Not the Rate Card Host counting, custom metrics, and ingestion tiers decide the invoice more than the unit price does. The mechanics are negotiable and they are where the money actually is. https://media.redresscompliance.com/videos/datadog-negotiate-the-billing-mechanics-not-the-rate-card.mp4 414 2026-08-10 yes no no https://redresscompliance.com/videos/datadog-negotiation-prep-engineer-first-december-close https://redresscompliance.com/assets/img/videos/datadog-negotiation-prep-engineer-first-december-close.jpg Datadog Negotiation, Part 2: Negotiation Prep, Engineer First, Then Commit in December The negotiation prep from the VendorBenchmark Datadog playbook: the nine month runway whose center of gravity is engineering, the commit shape with a corridor and the overage inversion, the give get table, the moves and their counters, the concessions checklist, and the endgame that takes the bill down about forty percent by December. https://media.redresscompliance.com/videos/datadog-negotiation-prep-engineer-first-december-close.mp4 269 2026-09-03 yes no no https://redresscompliance.com/videos/datadog-talking-points-twenty-meters-high-water-commit https://redresscompliance.com/assets/img/videos/datadog-talking-points-twenty-meters-high-water-commit.jpg Datadog Negotiation, Part 1: Talking Points on Twenty Meters and the High Water Commit Datadog wrapped the best observability product of its generation in the most sophisticated metering machine in software. The talking points from the VendorBenchmark Datadog playbook: engineering first and commerce second, what changed since you signed, the meter map, the estate math that takes a three million dollar bill down by forty percent, and the open instrumentation lever. https://media.redresscompliance.com/videos/datadog-talking-points-twenty-meters-high-water-commit.mp4 281 2026-09-03 yes no no https://redresscompliance.com/videos/datadog-the-datadog-renewal-fix-the-billing-mechanics-b https://redresscompliance.com/assets/img/videos/datadog-the-datadog-renewal-fix-the-billing-mechanics-b.jpg The Datadog Renewal: Fix the Billing Mechanics First A good rate cannot rescue an estate billed on the wrong mechanics. What to change before you discuss price, and why the order of those two conversations decides the outcome. https://media.redresscompliance.com/videos/datadog-the-datadog-renewal-fix-the-billing-mechanics-b.mp4 326 2026-08-09 yes no no https://redresscompliance.com/videos/docusign-negotiation-envelope-census-effective-rate https://redresscompliance.com/assets/img/videos/docusign-negotiation-envelope-census-effective-rate.jpg DocuSign Negotiation, Part 1: The Envelope Census and the Effective Rate Nobody Computes A prepaid envelope allowance sized in the remote work peak, expiring every January, at fifty to seventy percent utilization. Part one of the VendorBenchmark DocuSign playbook: what changed, the envelope census, the effective rate of 2.24 dollars against a 1.30 benchmark, and the two tiers of the estate. https://media.redresscompliance.com/videos/docusign-negotiation-envelope-census-effective-rate.mp4 272 2026-09-02 yes no no https://redresscompliance.com/videos/docusign-negotiation-rollover-adobe-shadow-january-close https://redresscompliance.com/assets/img/videos/docusign-negotiation-rollover-adobe-shadow-january-close.jpg DocuSign Negotiation, Part 2: Rollover, the Adobe Shadow, and the January Close Part two of the VendorBenchmark DocuSign playbook: the four wallet terms, the anchor that lands a one million dollar trajectory at about 560 thousand, the tactics and their counters, the concessions checklist, and the January close. Not one signature workflow changes. https://media.redresscompliance.com/videos/docusign-negotiation-rollover-adobe-shadow-january-close.mp4 268 2026-09-02 yes no no https://redresscompliance.com/videos/dynatrace-new-relic-full-stack-tax-tier-census https://redresscompliance.com/assets/img/videos/dynatrace-new-relic-full-stack-tax-tier-census.jpg Dynatrace and New Relic, Part 1: The Full Stack Tax and the Tier Census Observability's second duel prices different meters: Dynatrace by host unit and tier, New Relic by full platform user and gigabyte. Part one of the VendorBenchmark playbook: the full stack tax where every host lands by default, the tier census that reclassifies forty percent of a fleet, the 1.9 million dollar estate, and the user and ingest doctrines. https://media.redresscompliance.com/videos/dynatrace-new-relic-full-stack-tax-tier-census.mp4 280 2026-09-02 yes no no https://redresscompliance.com/videos/dynatrace-new-relic-opentelemetry-exit-pe-bid-march-close https://redresscompliance.com/assets/img/videos/dynatrace-new-relic-opentelemetry-exit-pe-bid-march-close.jpg Dynatrace and New Relic, Part 2: The OpenTelemetry Exit, the PE Bid, and the March Close Part two of the VendorBenchmark Dynatrace and New Relic playbook: the OpenTelemetry program that turns captivity into choice, the stalking horse bid New Relic's owners fund, the consumption kit for a pooled commitment, the tactics and counters, and the close in Dynatrace's lonely March quarter that lands 1.9 million at about 1.15. https://media.redresscompliance.com/videos/dynatrace-new-relic-opentelemetry-exit-pe-bid-march-close.mp4 264 2026-09-02 yes no no https://redresscompliance.com/videos/five-mistakes-microsoft-sales-makes https://redresscompliance.com/assets/img/videos/five-mistakes-microsoft-sales-makes.jpg Five Mistakes Microsoft Sales Makes The recurring errors in how Microsoft runs an enterprise cycle, and how a prepared buyer turns each one into a concession rather than letting it set the agenda. https://media.redresscompliance.com/videos/five-mistakes-microsoft-sales-makes.mp4 346 2026-08-10 yes no no https://redresscompliance.com/videos/freshworks-renewal-active-agent-audit-zendesk-anchor https://redresscompliance.com/assets/img/videos/freshworks-renewal-active-agent-audit-zendesk-anchor.jpg Freshworks Renewal, Part 1: The Active Agent Audit and the Zendesk Anchor Freshworks built its position as the cheaper Zendesk and has spent four years moving toward the tier it undercut. Part one of the VendorBenchmark Freshworks prep: the four shifts, the active agent audit, the Freddy AI usage audit, the bundle audit, the competitive file, and the December quarter. https://media.redresscompliance.com/videos/freshworks-renewal-active-agent-audit-zendesk-anchor.mp4 260 2026-09-02 yes no no https://redresscompliance.com/videos/freshworks-renewal-three-calls-q4-close https://redresscompliance.com/assets/img/videos/freshworks-renewal-three-calls-q4-close.jpg Freshworks Renewal, Part 2: The Three Calls, from Framing to the Q4 Close Part two of the VendorBenchmark Freshworks prep: the framing call and its five questions, the deconstruction call and its six moves, how Freshworks account executives are paid, what is cheap and expensive for them to give, the close call checklist inside the fourth quarter, and the two trading lines that work. https://media.redresscompliance.com/videos/freshworks-renewal-three-calls-q4-close.mp4 262 2026-09-02 yes no no https://redresscompliance.com/videos/google-ai-01-two-sides-of-the-same-house https://redresscompliance.com/assets/img/videos/google-ai-01-two-sides-of-the-same-house.jpg Two Sides of the Same House: How Google Sells AI in 2026 Session 1 of the Google AI Negotiation Series. Gemini is sold per user through Workspace and Gemini Enterprise, and per unit through Vertex AI and the Google Cloud commitment, and one account team sizes the commit from both. The four takeaways, the 50 million dollar illustration against 37.3 million, and the map of the series. https://media.redresscompliance.com/videos/google-ai-01-two-sides-of-the-same-house.mp4 241 2026-09-02 yes no no https://redresscompliance.com/videos/google-ai-02-the-seat-side-workspace-gemini-enterprise https://redresscompliance.com/assets/img/videos/google-ai-02-the-seat-side-workspace-gemini-enterprise.jpg The Seat Side: Workspace, Gemini Enterprise, and the True Up Session 2 of the Google AI Negotiation Series. How Gemini is sold per user: the add ons folded into Workspace editions, AI Expanded Access, the Gemini Enterprise seat and its quota, Code Assist, Annual versus Flexible plans, the true up that replaces the audit, and where the seat side money sits line by line. https://media.redresscompliance.com/videos/google-ai-02-the-seat-side-workspace-gemini-enterprise.mp4 252 2026-09-02 yes no no https://redresscompliance.com/videos/google-ai-03-responding-on-the-seat-side https://redresscompliance.com/assets/img/videos/google-ai-03-responding-on-the-seat-side.jpg Responding on the Seat Side: Editions, Pilots, and the Pooled Quota Session 3 of the Google AI Negotiation Series. Six moves in order: reconcile provisioned to active, map editions to roles, run a Gemini Enterprise pilot with a threshold, pool and cap the quota, protect the base rate, and keep true down. Plus the seat side mistakes and what good looks like at signature. https://media.redresscompliance.com/videos/google-ai-03-responding-on-the-seat-side.mp4 250 2026-09-02 yes no no https://redresscompliance.com/videos/google-ai-04-the-consumption-side-tokens-agents-commit https://redresscompliance.com/assets/img/videos/google-ai-04-the-consumption-side-tokens-agents-commit.jpg The Consumption Side: Tokens, Agents, Avatars, and the Commit Session 4 of the Google AI Negotiation Series. How agents, avatars, and media are sold per unit: Vertex tokens and the January 2027 reset, agents that bill every reasoning pass, video per second, the Gemini Enterprise commit plans with their symmetric downside, the Google Cloud commitment, and the three year illustration line by line. https://media.redresscompliance.com/videos/google-ai-04-the-consumption-side-tokens-agents-commit.mp4 268 2026-09-02 yes no no https://redresscompliance.com/videos/google-ai-05-responding-on-the-consumption-side https://redresscompliance.com/assets/img/videos/google-ai-05-responding-on-the-consumption-side.jpg Responding on the Consumption Side: Eight Moves and the Ramped Commit Session 5 of the Google AI Negotiation Series. Eight moves: forecast in Google's meters, establish the alternative, fix the unit rates past the January reset, cap what cannot be forecast, size any plan below the forecast, size the commit from both sides together, secure the year two terms, and sign on your calendar. Plus the mistakes that cost the most, and how Redress runs the exercise. https://media.redresscompliance.com/videos/google-ai-05-responding-on-the-consumption-side.mp4 258 2026-09-02 yes no no https://redresscompliance.com/videos/google-ai-deal-seven-billing-surfaces https://redresscompliance.com/assets/img/videos/google-ai-deal-seven-billing-surfaces.jpg Negotiating the Google AI Deal: Seven Meters Behind One Number The Google AI proposal is one committed spend number hiding at least seven billing surfaces: Workspace with Gemini, agent seats and overage, Vertex tokens on introductory rates, media generation, developer seats, the cloud commit and the security stack. How Google packages them, the 5,000 seat illustration, and the sequence that keeps every consumption line inside a ceiling you control. https://media.redresscompliance.com/videos/google-ai-deal-seven-billing-surfaces.mp4 320 2026-09-02 yes no no https://redresscompliance.com/videos/google-cloud-is-there-leverage-five-tactics https://redresscompliance.com/assets/img/videos/google-cloud-is-there-leverage-five-tactics.jpg Google Cloud: Is There Leverage? Five Tactics A credible alternative is the only lever that improves the committed use rate without committing you to more volume, and it exists before signing and evaporates after. https://media.redresscompliance.com/videos/google-cloud-is-there-leverage-five-tactics.mp4 393 2026-08-10 yes no no https://redresscompliance.com/videos/google-gemini-commit-cud-scope-change https://redresscompliance.com/assets/img/videos/google-gemini-commit-cud-scope-change.jpg Gemini Enterprise Commits and the CUD Scope Change: Two Moves That Shift Risk to You On August 26 Google added pay as you go, Flexible Savings Plans and deferred execution to Gemini Enterprise. On June 16 it moved the default CUD scope from project to billing account. Neither is a price increase; both move risk to the customer. The mechanics, the January 1, 2027 Flash price step, the 9.0 million plan that covered 6.7 million of usage, and how to size any commitment on evidence. https://media.redresscompliance.com/videos/google-gemini-commit-cud-scope-change.mp4 314 2026-09-02 yes no no https://redresscompliance.com/videos/google-negotiations-e01 https://redresscompliance.com/assets/img/videos/google-negotiations-e01.jpg Negotiating Google 1: How Google Sells The map of the Google estate: three spend lines, three routes to buy, the December window, and the challenger economics that fund real discounts. Episode 1 of the twelve part buyer side series. https://media.redresscompliance.com/videos/google-negotiations-e01.mp4 255 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e02 https://redresscompliance.com/assets/img/videos/google-negotiations-e02.jpg Negotiating Google 2: Workspace in Five Minutes The 300 seat cliff, the exact 20 percent flexible premium, the Vault and storage gates, the January 2025 repricing template, and the renewal true down that is free money. https://media.redresscompliance.com/videos/google-negotiations-e02.mp4 250 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e03 https://redresscompliance.com/assets/img/videos/google-negotiations-e03.jpg Negotiating Google 3: The Cloud Bill and the AI Bill CUDs stack on private rates, the commit contract's three deciding clauses, support billed on list price, and the three layer AI bill with its double pay risk. https://media.redresscompliance.com/videos/google-negotiations-e03.mp4 250 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e04 https://redresscompliance.com/assets/img/videos/google-negotiations-e04.jpg Negotiating Google 4: Build the Baseline The billing export as ground truth, assigned against active seats, commitment coverage measured honestly, AI burn from pilots not forecasts, and the one page evidence file. https://media.redresscompliance.com/videos/google-negotiations-e04.mp4 243 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e05 https://redresscompliance.com/assets/img/videos/google-negotiations-e05.jpg Negotiating Google 5: Know What Good Looks Like Discount benchmark bands by seat count and commit size, the priced alternative that moves the deal desk, the target term sheet, the walk away test, and the CFO memo that closes the side door. https://media.redresscompliance.com/videos/google-negotiations-e05.mp4 250 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e06 https://redresscompliance.com/assets/img/videos/google-negotiations-e06.jpg Negotiating Google 6: Plan the Campaign The nine month calendar backwards from signature, one voice at the table, sequencing three deals as one campaign, the channel decision, and reading your telemetry before Google narrates it. https://media.redresscompliance.com/videos/google-negotiations-e06.mp4 248 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e07 https://redresscompliance.com/assets/img/videos/google-negotiations-e07.jpg Negotiating Google 7: Google's Playbook, and the Counters Five moves Google runs in almost every account: land and expand credits, quarter end pressure, the engineered renewal cliff, deadline theater, and eligibility policing, each with the counter that works. https://media.redresscompliance.com/videos/google-negotiations-e07.mp4 247 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e08 https://redresscompliance.com/assets/img/videos/google-negotiations-e08.jpg Negotiating Google 8: The Workspace Deal Open with the edition mix, anchor the unit price against a real alternative, cap the mechanisms that move price later, trade term for protection, and land the endgame on your paper. https://media.redresscompliance.com/videos/google-negotiations-e08.mp4 252 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e09 https://redresscompliance.com/assets/img/videos/google-negotiations-e09.jpg Negotiating Google 9: The Commit and the AI Lines Size the commit below the forecast, win shortfall relief before the number, stack private rates with CUDs, contain the AI lines with scoped seats and spend caps, and write the exit at signature. https://media.redresscompliance.com/videos/google-negotiations-e09.mp4 254 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e10 https://redresscompliance.com/assets/img/videos/google-negotiations-e10.jpg Negotiating Google 10: Terms That Outlast the Discount Fee change rights, SLA credits rewritten into real remedies, exit rights negotiated at signing, sovereignty commitments contracted, and the eligibility clauses that behave like audit rights. https://media.redresscompliance.com/videos/google-negotiations-e10.mp4 266 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e11 https://redresscompliance.com/assets/img/videos/google-negotiations-e11.jpg Negotiating Google 11: Run Google Between Renewals The realization gap between paper rate and ledger rate, the monthly FinOps rhythm, the account team managed on your calendar, AI caps and routing reviews, and the evidence file that keeps the next deal warm. https://media.redresscompliance.com/videos/google-negotiations-e11.mp4 256 2026-08-15 yes no no https://redresscompliance.com/videos/google-negotiations-e12 https://redresscompliance.com/assets/img/videos/google-negotiations-e12.jpg Negotiating Google 12: The Capstone, One Estate, One Campaign A composite engagement run end to end: a Workspace renewal, an 8 million dollar Cloud commit, and a Gemini proposal sequenced into one December campaign, and the preparation that paid for all of it. https://media.redresscompliance.com/videos/google-negotiations-e12.mp4 264 2026-08-15 yes no no https://redresscompliance.com/videos/hashicorp-negotiation-governance-pipeline-december-ibm https://redresscompliance.com/assets/img/videos/hashicorp-negotiation-governance-pipeline-december-ibm.jpg HashiCorp Under IBM, Part 2: Governance Premium, Pipeline Commodity, December Close Part two of the VendorBenchmark HashiCorp playbook: the IBM mechanics the acquisition imported, the separable paper rule from Red Hat, the entry deal posture of an acquirer that needs a growth story, the tactics and their counters, and the endgame that lands a 1.3 million dollar proposal at roughly 700 thousand on separable paper in December. https://media.redresscompliance.com/videos/hashicorp-negotiation-governance-pipeline-december-ibm.mp4 274 2026-09-02 yes no no https://redresscompliance.com/videos/hashicorp-negotiation-rum-meter-vault-clients-opentofu https://redresscompliance.com/assets/img/videos/hashicorp-negotiation-rum-meter-vault-clients-opentofu.jpg HashiCorp Under IBM, Part 1: The RUM Meter, the Vault Client Census, and OpenTofu Two histories belong to the buyer: the 2023 license change that produced OpenTofu, and the 2025 close into IBM. Part one of the VendorBenchmark HashiCorp playbook: governance premium against pipeline commodity, the resources under management meter, the Vault unique client meter, the 1.1 million dollar estate, and the hygiene that re derives both counts. https://media.redresscompliance.com/videos/hashicorp-negotiation-rum-meter-vault-clients-opentofu.mp4 273 2026-09-02 yes no no https://redresscompliance.com/videos/ibm-formal-review-baseline-red-hat-scale https://redresscompliance.com/assets/img/videos/ibm-formal-review-baseline-red-hat-scale.jpg IBM's Two Audits and the Red Hat SCALE Program: Same Data, Different Rights IBM's formal license review and its collaborative baseline use the same ILMT data, the same counting rules and the same list prices; only your rights differ, and the friendlier one is the more dangerous. Red Hat subscription reviews are now a program run at scale by Deloitte. What each asks for, what Deloitte counts, and the one response that works for all three. https://media.redresscompliance.com/videos/ibm-formal-review-baseline-red-hat-scale.mp4 341 2026-09-02 yes no no https://redresscompliance.com/videos/ivanti-renewal-connect-secure-concession-intune https://redresscompliance.com/assets/img/videos/ivanti-renewal-connect-secure-concession-intune.jpg Ivanti Renewal, Part 1: Connect Secure Costs, the Intune Overlap, and the Device Audit The 2024 Connect Secure zero days cost customers real investigation money, and it belongs in the renewal as a named concession. Part one of the VendorBenchmark Ivanti prep: the four shifts, the concession logic, the Microsoft Intune overlap at M365 E3, the device and module audits, and the Freshservice alternative for ITSM. https://media.redresscompliance.com/videos/ivanti-renewal-connect-secure-concession-intune.mp4 300 2026-09-02 yes no no https://redresscompliance.com/videos/ivanti-renewal-three-calls-december-close https://redresscompliance.com/assets/img/videos/ivanti-renewal-three-calls-december-close.jpg Ivanti Renewal, Part 2: The Three Calls and the Concession That Reaches the VP Part two of the VendorBenchmark Ivanti prep: the framing call and its five questions, why the Connect Secure concession request escalates to VP level pricing authority, the six moves of the deconstruction call, how Ivanti account executives are paid, and the close call checklist inside the December window. https://media.redresscompliance.com/videos/ivanti-renewal-three-calls-december-close.mp4 275 2026-09-02 yes no no https://redresscompliance.com/videos/linkedin-negotiation-recruiter-seat-census-mix-file https://redresscompliance.com/assets/img/videos/linkedin-negotiation-recruiter-seat-census-mix-file.jpg LinkedIn Negotiation, Part 1: The Honest Monopoly and the Recruiter Seat Census The network has no substitute, and pretending otherwise burns credibility. Part one of the VendorBenchmark LinkedIn playbook: the shelf and its cheaper neighbors, what changed since you signed, the Recruiter activity census, the 1.44 million dollar estate on a 1.53 trajectory, and the June window LinkedIn shares with Microsoft. https://media.redresscompliance.com/videos/linkedin-negotiation-recruiter-seat-census-mix-file.mp4 262 2026-09-02 yes no no https://redresscompliance.com/videos/linkedin-negotiation-seats-slots-tiers-june-close https://redresscompliance.com/assets/img/videos/linkedin-negotiation-seats-slots-tiers-june-close.jpg LinkedIn Negotiation, Part 2: Seats, Slots, Navigator Tiers, and the June Close Part two of the VendorBenchmark LinkedIn playbook recomposes the basket: sixty Recruiter seats to forty, eighty slots to fifty five with a ramp, Navigator tiered by CRM deployment, Learning sized to activation, the shadow estate swept, the flex terms that let the contract breathe, and the June close. About 920 thousand against a 1.53 million trajectory. https://media.redresscompliance.com/videos/linkedin-negotiation-seats-slots-tiers-june-close.mp4 259 2026-09-02 yes no no https://redresscompliance.com/videos/microsoft-5-tips https://redresscompliance.com/assets/img/videos/microsoft-5-tips.jpg 5 Tips for Your Microsoft Negotiation Never pick from the Multiple Equivalent Offers menu, right-size before pricing, split the stack so Azure never subsidizes M365 optics, bring a calendar and a credible partial no, and convert the relationship into contract language. https://media.redresscompliance.com/videos/microsoft-5-tips.mp4 238 2026-08-08 yes no no https://redresscompliance.com/videos/microsoft-copilot-and-cowork https://redresscompliance.com/assets/img/videos/microsoft-copilot-and-cowork.jpg Microsoft Copilot and Cowork How the AI seats are priced against the estate you already own, what the bundling does to your renewal baseline, and which commitments are worth making before adoption is proven. https://media.redresscompliance.com/videos/microsoft-copilot-and-cowork.mp4 454 2026-08-10 yes no no https://redresscompliance.com/videos/microsoft-e5-e7-cowork https://redresscompliance.com/assets/img/videos/microsoft-e5-e7-cowork.jpg Negotiating Microsoft E5, E7, and Copilot Cowork: The Two-Layer Bill E7 at $99 vs $117 in components, and the truth proposals omit: $99 is the governance floor. Agent execution bills separately through Copilot Credits with no rollover, Security Copilot overages at $6 per unit, and Cowork priced as license plus meter. https://media.redresscompliance.com/videos/microsoft-e5-e7-cowork.mp4 291 2026-08-08 yes no no https://redresscompliance.com/videos/microsoft-e5-or-not https://redresscompliance.com/assets/img/videos/microsoft-e5-or-not.jpg Microsoft E5, Or Not The step up is sold as consolidation and priced as expansion. How to test the E5 case against what you already license, and where the add on route beats the suite. https://media.redresscompliance.com/videos/microsoft-e5-or-not.mp4 379 2026-08-10 yes no no https://redresscompliance.com/videos/microsoft-ea-2027 https://redresscompliance.com/assets/img/videos/microsoft-ea-2027.jpg How to Prepare for Your Microsoft EA Renewal in 2027 Your agreement may not exist for you anymore: the EA retirement wave, the MCA-E and CSP doors, the Multiple Equivalent Offers pattern, capping 2027 price risk after the July 2026 E5 increase, and the eighteen-month clock against June 30. https://media.redresscompliance.com/videos/microsoft-ea-2027.mp4 261 2026-08-08 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-01-not-your-2024-renewal https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-01-not-your-2024-renewal.jpg Your 2027 Renewal Is Not Your 2024 Renewal Session 1 of the Microsoft EA Renewal 2027 Series. The discount levels are gone, the suites cost more, support multiplies both, and the EA itself is only committed through 2027. What changed, what it does to your renewal, and where you should already be today. https://media.redresscompliance.com/videos/microsoft-ea-2027-01-not-your-2024-renewal.mp4 285 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-02-price-increases-stacked https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-02-price-increases-stacked.jpg The Price Increases, Stacked Session 2 of the Microsoft EA Renewal 2027 Series. The arithmetic nobody sends you: the discount level reset, the July 2026 suite rise, the product level increases, and the support percentage that compounds all of it into a renewal number your budget has never seen. https://media.redresscompliance.com/videos/microsoft-ea-2027-02-price-increases-stacked.mp4 277 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-03-ea-mcae-or-csp https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-03-ea-mcae-or-csp.jpg Does the EA Survive? EA, MCA-E and CSP in 2027 Session 3 of the Microsoft EA Renewal 2027 Series. New EA enrolments closed, smaller organisations lost eligibility, and Microsoft has committed to EA renewals only through 2027. How to choose your vehicle on numbers, and how a credible MCA-E path becomes leverage. https://media.redresscompliance.com/videos/microsoft-ea-2027-03-ea-mcae-or-csp.mp4 289 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-04-read-your-own-estate https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-04-read-your-own-estate.jpg Read Your Own Estate First Session 4 of the Microsoft EA Renewal 2027 Series. Entitlements against assigned against actually active, from your own admin centre rather than the account team's deck. Where shelfware hides in a Microsoft estate, and why the customer with the file pays less. https://media.redresscompliance.com/videos/microsoft-ea-2027-04-read-your-own-estate.mp4 241 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-05-e7-and-the-tier-decision https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-05-e7-and-the-tier-decision.jpg E7 and the Tier Decision Session 5 of the Microsoft EA Renewal 2027 Series. E7 at 99 dollars bundles E5, Copilot, the Entra Suite and Agent 365. When that beats buying the parts, when it does not, and why the decision belongs to a persona rather than to your whole estate. https://media.redresscompliance.com/videos/microsoft-ea-2027-05-e7-and-the-tier-decision.mp4 284 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-06-prove-copilot-before-you-commit https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-06-prove-copilot-before-you-commit.jpg Copilot: Prove It Before You Commit Session 6 of the Microsoft EA Renewal 2027 Series. Thirty dollars a seat on top of a suite that just went up, against an adoption record where a third of seats go unused in ninety days. How to pilot, measure, and buy Copilot in tranches instead of at renewal. https://media.redresscompliance.com/videos/microsoft-ea-2027-06-prove-copilot-before-you-commit.mp4 262 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-07-cowork-agents-and-credits https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-07-cowork-agents-and-credits.jpg Cowork, Agents and Copilot Credits Session 7 of the Microsoft EA Renewal 2027 Series. The metered layer arriving beside the seat: Cowork billed per task, Agent 365 governing the agents, and Copilot Credits underneath both. How to forecast a consumption tail nobody can predict, and what to negotiate before you sign it. https://media.redresscompliance.com/videos/microsoft-ea-2027-07-cowork-agents-and-credits.mp4 279 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-08-azure-and-the-macc https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-08-azure-and-the-macc.jpg Azure and the MACC: Where the Leverage Actually Is Session 8 of the Microsoft EA Renewal 2027 Series. Microsoft will move on Microsoft 365 and Copilot pricing to land a bigger Azure commitment. How to size the commit on your own consumption rather than their forecast, and the six protections worth more than the discount. https://media.redresscompliance.com/videos/microsoft-ea-2027-08-azure-and-the-macc.mp4 244 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-09-unified-support-the-multiplier https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-09-unified-support-the-multiplier.jpg Unified Support: The Multiplier Session 9 of the Microsoft EA Renewal 2027 Series. Support priced as a percentage of licence spend rises every time your licences do, on top of its own escalation. The tiers, the alternatives that benchmark 20 to 40 percent cheaper, and why this one has to start a year out. https://media.redresscompliance.com/videos/microsoft-ea-2027-09-unified-support-the-multiplier.mp4 255 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-10-the-optimisation-pass https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-10-the-optimisation-pass.jpg The Optimisation Pass Session 10 of the Microsoft EA Renewal 2027 Series. The money you take out of the estate before anyone discusses a discount: the tier mix, the frontline population, duplicate tooling, dormant assignments, and why every dollar removed here is removed three times. https://media.redresscompliance.com/videos/microsoft-ea-2027-10-the-optimisation-pass.mp4 267 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-11-the-negotiation https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-11-the-negotiation.jpg The Negotiation: When to Start, What to Ask, How It Ends Session 11 of the Microsoft EA Renewal 2027 Series. The eighteen month countdown, their 30 June year end, the approval chain behind the account team, what is genuinely winnable in this cycle, and the last six weeks where value quietly leaks out of a good deal. https://media.redresscompliance.com/videos/microsoft-ea-2027-11-the-negotiation.mp4 272 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-2027-12-where-to-start https://redresscompliance.com/assets/img/videos/microsoft-ea-2027-12-where-to-start.jpg Where to Start, and How We Can Help Session 12 of the Microsoft EA Renewal 2027 Series. The whole series in one place: the three moves any EA customer can make this quarter without help, an honest account of where an independent advisor changes the outcome, and how to talk to us about your 2027 renewal. https://media.redresscompliance.com/videos/microsoft-ea-2027-12-where-to-start.mp4 248 2026-08-16 yes no no https://redresscompliance.com/videos/microsoft-ea-leverage https://redresscompliance.com/assets/img/videos/microsoft-ea-leverage.jpg Microsoft EA: Where the Leverage Really Is, and the Mistakes That Give It Away Leverage lives in Microsoft's calendar and targets, and in credible movement at the edges of the estate. The three mistakes that hand it back: the copy-paste renewal, everyone-gets-everything licensing, and price-only negotiation under their clock. https://media.redresscompliance.com/videos/microsoft-ea-leverage.mp4 246 2026-08-08 yes no no https://redresscompliance.com/videos/microsoft-ea-negotiation https://redresscompliance.com/assets/img/videos/microsoft-ea-negotiation.jpg Running the Microsoft EA Negotiation: Sequence, Counters, and the Close Scope first, always. The one-sheet counter to the Multiple Equivalent Offers, pricing Microsoft's asks as sellable gives, business-desk escalation on evidence toward June 30, and a close that is a document, not a meeting. https://media.redresscompliance.com/videos/microsoft-ea-negotiation.mp4 243 2026-08-08 yes no no https://redresscompliance.com/videos/microsoft-ea-negotiation-five-things https://redresscompliance.com/assets/img/videos/microsoft-ea-negotiation-five-things.jpg Microsoft EA Negotiation: Five Things The five levers that move an Enterprise Agreement: the baseline, the SKU mix, the true up treatment, the term timing, and the price protection that survives the next price list. https://media.redresscompliance.com/videos/microsoft-ea-negotiation-five-things.mp4 425 2026-08-10 yes no no https://redresscompliance.com/videos/microsoft-ea-playbook https://redresscompliance.com/assets/img/videos/microsoft-ea-playbook.jpg The Microsoft EA Preparation Playbook: The Work That Wins the Renewal Five workstreams in order: the license position, the usage file, the demand forecast, the benchmark and alternatives files, and the ask list drafted before Microsoft drafts theirs, with the executives aligned before the first meeting. https://media.redresscompliance.com/videos/microsoft-ea-playbook.mp4 242 2026-08-08 yes no no https://redresscompliance.com/videos/microsoft-in-mergers-and-acquisitions https://redresscompliance.com/assets/img/videos/microsoft-in-mergers-and-acquisitions.jpg Microsoft in Mergers and Acquisitions Transfer rights, co terming, and the counting question that decides your exposure when two estates combine. The moves that have to happen before close rather than after. https://media.redresscompliance.com/videos/microsoft-in-mergers-and-acquisitions.mp4 381 2026-08-10 yes no no https://redresscompliance.com/videos/negotiating-anthropic-five-things https://redresscompliance.com/assets/img/videos/negotiating-anthropic-five-things.jpg Negotiating Anthropic: Five Things Model pricing moves faster than your contract term. What to fix at signing, what to leave floating, and the clauses that decide whether a price cut reaches you or stops at the vendor. https://media.redresscompliance.com/videos/negotiating-anthropic-five-things.mp4 337 2026-08-10 yes no no https://redresscompliance.com/videos/negotiating-ibm-five-things https://redresscompliance.com/assets/img/videos/negotiating-ibm-five-things.jpg Negotiating IBM: Five Things The five positions that decide an IBM agreement: the ELA scope, the sub capacity evidence, the ULA certification path, the metric drift, and the renewal that reprices all of it. https://media.redresscompliance.com/videos/negotiating-ibm-five-things.mp4 408 2026-08-10 yes no no https://redresscompliance.com/videos/negotiating-okta-when-entra-is-already-in-your-estate https://redresscompliance.com/assets/img/videos/negotiating-okta-when-entra-is-already-in-your-estate.jpg Negotiating Okta When Entra Is Already in Your Estate The identity you already pay for is your strongest position in an Okta negotiation. How to price the overlap honestly and use it without committing to a migration you do not want. https://media.redresscompliance.com/videos/negotiating-okta-when-entra-is-already-in-your-estate.mp4 365 2026-08-10 yes no no https://redresscompliance.com/videos/negotiating-snowflake-when-the-meter-is-the-deal https://redresscompliance.com/assets/img/videos/negotiating-snowflake-when-the-meter-is-the-deal.jpg Negotiating Snowflake When the Meter Is the Deal Credit price lock, rollover, and the renewal uplift cap decide the cost of a capacity contract far more than the headline discount does. https://media.redresscompliance.com/videos/negotiating-snowflake-when-the-meter-is-the-deal.mp4 297 2026-08-10 yes no no https://redresscompliance.com/videos/openai-anthropic https://redresscompliance.com/assets/img/videos/openai-anthropic.jpg How to Negotiate with OpenAI and Anthropic: The Vendors With Nobody to Call Fewer than 50 sales reps globally per vendor, focused on $100M+ deals. Below $10M a negotiation rarely starts, discounts run 5 to 25 percent on commitment size, and the only leverage is credible competition between OpenAI, Anthropic, and Gemini with a benchmarked case. https://media.redresscompliance.com/videos/openai-anthropic.mp4 273 2026-08-08 yes no no https://redresscompliance.com/videos/opentext-negotiation-acquisition-museum-triage https://redresscompliance.com/assets/img/videos/opentext-negotiation-acquisition-museum-triage.jpg OpenText Negotiation, Part 1: The Acquisition Museum and the Triage That Prices Each Wing OpenText is a museum of acquired software funded by a maintenance annuity uplifted five to eight percent a year. Part one of the VendorBenchmark OpenText playbook: the triage into strategic, hostage, and sunset wings, what changed since Micro Focus, and the 2.4 million dollar estate repriced wing by wing. https://media.redresscompliance.com/videos/opentext-negotiation-acquisition-museum-triage.mp4 274 2026-09-02 yes no no https://redresscompliance.com/videos/opentext-negotiation-annuity-defense-june-table https://redresscompliance.com/assets/img/videos/opentext-negotiation-annuity-defense-june-table.jpg OpenText Negotiation, Part 2: The Annuity Defense and the June Table Part two of the VendorBenchmark OpenText playbook: the three defaults the maintenance machine runs on and the arithmetic that breaks each, cloud editions modeled both ways, the Business Network re bid, the paper a portfolio manager vendor requires, the tactics and counters, and the co termed table in June. https://media.redresscompliance.com/videos/opentext-negotiation-annuity-defense-june-table.mp4 272 2026-09-02 yes no no https://redresscompliance.com/videos/oracle-ebs-01-how-ebs-is-licensed https://redresscompliance.com/assets/img/videos/oracle-ebs-01-how-ebs-is-licensed.jpg There Is No EBS Licence: Only Lines Session 1 of the Oracle EBS Licensing Series. Oracle E-Business Suite is licensed module by module, each with its own metric, and the metric you accept at purchase governs your cost for a decade. The foundation session: why the module is the entitlement, why support is 72 percent of the ten year bill, and why the database underneath is usually the bigger number. https://media.redresscompliance.com/videos/oracle-ebs-01-how-ebs-is-licensed.mp4 285 2026-08-15 yes no no https://redresscompliance.com/videos/oracle-ebs-02-application-users https://redresscompliance.com/assets/img/videos/oracle-ebs-02-application-users.jpg Application Users: Authorisation, Not Activity Session 2 of the Oracle EBS Licensing Series. An Application User is a named individual authorised on a module, whether or not they ever log in, and one person on four modules is four licences. The dormant thirty to forty percent, the reconciliation that cuts counts by a fifth to a third, and the legacy concurrent paper that audit scripts systematically misread. https://media.redresscompliance.com/videos/oracle-ebs-02-application-users.mp4 268 2026-08-15 yes no no https://redresscompliance.com/videos/oracle-ebs-03-employee-and-revenue-metrics https://redresscompliance.com/assets/img/videos/oracle-ebs-03-employee-and-revenue-metrics.jpg Employee and Revenue: The Metrics That Grow Without You Session 3 of the Oracle EBS Licensing Series. The Employee metric counts the population a module serves, not the people who use it, and revenue metrics reprice on financial results entirely outside IT control. The same module on three metrics, what each does under growth, acquisition and outsourcing, and the five questions to answer in writing before a line signs. https://media.redresscompliance.com/videos/oracle-ebs-03-employee-and-revenue-metrics.mp4 287 2026-08-15 yes no no https://redresscompliance.com/videos/oracle-ebs-04-modules-and-prerequisites https://redresscompliance.com/assets/img/videos/oracle-ebs-04-modules-and-prerequisites.jpg Modules, Prerequisites, and the Shelf Session 4 of the Oracle EBS Licensing Series. Owning Purchasing does not license iProcurement, and owning Core HR does not license Payroll. Why every module is its own entitlement, which dependencies quietly need two lines instead of one, the modules that always end up on the shelf, and the four way reconciliation that finds both directions of the error. https://media.redresscompliance.com/videos/oracle-ebs-04-modules-and-prerequisites.mp4 276 2026-08-15 yes no no https://redresscompliance.com/videos/oracle-ebs-05-compliance-traps https://redresscompliance.com/assets/img/videos/oracle-ebs-05-compliance-traps.jpg How an EBS Estate Drifts Out of Compliance Session 5 of the Oracle EBS Licensing Series. An EBS estate rarely goes out of compliance by buying too little. It drifts in place, with no purchase order and no decision: helpdesk granted responsibilities, self service populations sliding into professional grade, database options enabled by default, and the restricted use boundary crossed by ordinary reporting work. https://media.redresscompliance.com/videos/oracle-ebs-05-compliance-traps.mp4 250 2026-08-15 yes no no https://redresscompliance.com/videos/oracle-ebs-06-the-negotiation https://redresscompliance.com/assets/img/videos/oracle-ebs-06-the-negotiation.jpg The Negotiation, and the Baseline That Ends It Session 6 of the Oracle EBS Licensing Series. Negotiate the metric, not the discount, because the discount applies once and the metric applies every year. The support arithmetic that decides the ten year bill, the proactive licensing that lands forty to sixty percent below an opening audit position, and why no technical deadline forces you to convert anything. https://media.redresscompliance.com/videos/oracle-ebs-06-the-negotiation.mp4 263 2026-08-15 yes no no https://redresscompliance.com/videos/oracle-java https://redresscompliance.com/assets/img/videos/oracle-java.jpg How to Negotiate the Oracle Java Employee Agreement: Honest Leverage in a Captive Deal Priced per employee, every employee, from $15 down to $5.25. At renewal your leverage is thin and OpenJDK threats rarely land. The one-year runway, trading through the wider Oracle relationship, and containing what you sign. https://media.redresscompliance.com/videos/oracle-java.mp4 283 2026-08-08 yes no no https://redresscompliance.com/videos/oracle-java-employee-01-what-you-signed https://redresscompliance.com/assets/img/videos/oracle-java-employee-01-what-you-signed.jpg What You Actually Signed Session 1 of the Oracle Java Employee Agreement series. In January 2023 Oracle moved Java SE to a per employee subscription that counts your whole payroll and ignores your estate entirely. What the metric measures, the eight words that decide the largest disputes, and why the billing clock and the licence printed on each binary do not run together. https://media.redresscompliance.com/videos/oracle-java-employee-01-what-you-signed.mp4 267 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-java-employee-02-optimising-the-count https://redresscompliance.com/assets/img/videos/oracle-java-employee-02-optimising-the-count.jpg Optimising: The Count and the Band Session 2 of the Oracle Java Employee Agreement series. Oracle's quoted employee count ran eighteen to twenty eight percent above what buyers could defend. The eight words that decide contractor scope, the band cliff worth two hundred and sixty nine thousand dollars, and the six windows where ordering more than your headcount is strictly cheaper. https://media.redresscompliance.com/videos/oracle-java-employee-02-optimising-the-count.mp4 264 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-java-employee-03-benchmarking https://redresscompliance.com/assets/img/videos/oracle-java-employee-03-benchmarking.jpg Benchmarking: What Others Actually Pay Session 3 of the Oracle Java Employee Agreement series. Signed discounts landed twenty two to forty one percent off the opening quote. What the published ladder is really worth as a starting point, how an eight percent compounding uplift adds four hundred thousand dollars to a three year commitment, and the minimum annual floor in one order in three. https://media.redresscompliance.com/videos/oracle-java-employee-03-benchmarking.mp4 256 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-java-employee-04-negotiating https://redresscompliance.com/assets/img/videos/oracle-java-employee-04-negotiating.jpg Negotiating: The Term, Not the Rate Session 4 of the Oracle Java Employee Agreement series. The rate is one year of the deal and the clauses are all three. The employee definition written into the order, the uplift cap, the floor removed, the renewal quantity clause, and the one thing that moves an Oracle number more than any argument: a documented alternative. https://media.redresscompliance.com/videos/oracle-java-employee-04-negotiating.mp4 269 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-java-employee-05-audit-or-not https://redresscompliance.com/assets/img/videos/oracle-java-employee-05-audit-or-not.jpg Audit, or Not Session 5 of the Oracle Java Employee Agreement series. The opening shot is usually a download log entry against your email domain, not a renewal calendar. How the retroactive claim is built, why a three year window is a convention rather than a limit, and the four layers of the arithmetic that are each independently contestable. https://media.redresscompliance.com/videos/oracle-java-employee-05-audit-or-not.mp4 272 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-java-employee-06-renew-or-exit https://redresscompliance.com/assets/img/videos/oracle-java-employee-06-renew-or-exit.jpg Renew or Exit, and How We Help With Either Session 6 of the Oracle Java Employee Agreement series. At twelve thousand employees an OpenJDK exit models at one point seven three million over three years against two point one to two point eight for a negotiated subscription. What the estate really looks like, why hybrid is the worst of the three, what notice actually requires, and how Redress works either side of the decision. https://media.redresscompliance.com/videos/oracle-java-employee-06-renew-or-exit.mp4 277 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-java-glas-letters-audit-caps-jms https://redresscompliance.com/assets/img/videos/oracle-java-glas-letters-audit-caps-jms.jpg Oracle Java in 2026: GLAS Letters, the Audit Cap, and the JMS Self Audit Three years of friendly Java outreach have given way to formal GLAS audit letters, renewal letters that remove the one audit per 36 months cap and reset headcount, and a free Java Management Service that is a self audit with the exceptions removed. JDK 21's free window closes in September 2026. The three instruments, the 8,000 employee illustration, and the sequence that keeps control. https://media.redresscompliance.com/videos/oracle-java-glas-letters-audit-caps-jms.mp4 331 2026-09-02 yes no no https://redresscompliance.com/videos/oracle-oci https://redresscompliance.com/assets/img/videos/oracle-oci.jpg How to Negotiate an Oracle OCI Deal: The Discount Is Set. The Deal Is Not. OCI discounts are set by commitment volume, so the negotiation is the commit itself: Support Rewards at 25 to 33 cents per dollar, multicloud rights across Azure, AWS, and Google, and the higher discounts earned by workloads migrating off other clouds. https://media.redresscompliance.com/videos/oracle-oci.mp4 281 2026-08-08 yes no no https://redresscompliance.com/videos/oracle-saas-prepare https://redresscompliance.com/assets/img/videos/oracle-saas-prepare.jpg How to Prepare for Your Oracle SaaS Negotiation The 90-day renewal proposal with a 9 to 12 percent uplift is the bill for not preparing. The ARR compensation game, the utilization audit that finds 30 to 50 percent shelfware, benchmarks targeting 0 to 3 percent, one costed alternative, and sequencing toward May 31. https://media.redresscompliance.com/videos/oracle-saas-prepare.mp4 245 2026-08-08 yes no no https://redresscompliance.com/videos/oracle-saas-renewal https://redresscompliance.com/assets/img/videos/oracle-saas-renewal.jpg How to Negotiate Your Oracle SaaS Renewal: The Five Moves at the Table Scope before price: strip the 18 to 32 percent of inactive bundle modules first. Kill the escalator with a 0 to 3 percent cap that survives the term, trade term for protections, refuse the easiest-path module bundling, and close on Oracle's May 31 clock. https://media.redresscompliance.com/videos/oracle-saas-renewal.mp4 257 2026-08-08 yes no no https://redresscompliance.com/videos/oracle-ula https://redresscompliance.com/assets/img/videos/oracle-ula.jpg How to Negotiate an Oracle ULA: No Price List, Just Your Business Case There is no price list: the ULA fee is a story built from your estate and your growth. Give conservative growth answers, keep the product list narrow, model the breakeven yourself, and negotiate the certification exit before you sign. https://media.redresscompliance.com/videos/oracle-ula.mp4 270 2026-08-08 yes no no https://redresscompliance.com/videos/oracle-ula-01-what-a-ula-actually-is https://redresscompliance.com/assets/img/videos/oracle-ula-01-what-a-ula-actually-is.jpg What a ULA Actually Is Session 1 of the Oracle ULA Series. Unlimited deployment of a defined product set, for defined entities, in defined territories, for a fixed term, ending in a certification that fixes your position for a decade. Every word in that sentence is a limit. https://media.redresscompliance.com/videos/oracle-ula-01-what-a-ula-actually-is.mp4 252 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-02-what-is-not-in-your-ula https://redresscompliance.com/assets/img/videos/oracle-ula-02-what-is-not-in-your-ula.jpg What Is Not In Your ULA Session 2 of the Oracle ULA Series. Products not listed, entities outside the grant, unlisted territories, disaster recovery and cloud regions. Where compliance exposure gets created by the very agreement you believed had removed it. https://media.redresscompliance.com/videos/oracle-ula-02-what-is-not-in-your-ula.mp4 260 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-03-ula-or-pula https://redresscompliance.com/assets/img/videos/oracle-ula-03-ula-or-pula.jpg ULA or PULA Session 3 of the Oracle ULA Series. The perpetual variant has no term end, no certification day and no exit. Support is locked for life against an inflating base. When a PULA genuinely fits, and why the missing certification day is the thing to price. https://media.redresscompliance.com/videos/oracle-ula-03-ula-or-pula.mp4 256 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-04-what-a-ula-costs https://redresscompliance.com/assets/img/videos/oracle-ula-04-what-a-ula-costs.jpg The Money: What a ULA Costs and How It Is Priced Session 4 of the Oracle ULA Series. The fee is the visible part. Support at 22 percent with an 8 percent default uplift is the business, and it compounds long after the term ends. Why year five is the number that decides whether a ULA was worth it. https://media.redresscompliance.com/videos/oracle-ula-04-what-a-ula-costs.mp4 262 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-05-benchmarking-a-ula-proposal https://redresscompliance.com/assets/img/videos/oracle-ula-05-benchmarking-a-ula-proposal.jpg Benchmarking a ULA Proposal Session 5 of the Oracle ULA Series. What good looks like before you sign: the deployment forecast that has to be true, price per unit against the equivalent perpetual purchase, and the questions that expose a proposal sized for Oracle's revenue rather than your growth. https://media.redresscompliance.com/videos/oracle-ula-05-benchmarking-a-ula-proposal.mp4 249 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-06-certify-renew-or-exit https://redresscompliance.com/assets/img/videos/oracle-ula-06-certify-renew-or-exit.jpg The Three Doors: Certify, Renew or Exit Session 6 of the Oracle ULA Series. Roughly four in five customers certify rather than renew. What genuine growth has to look like to justify another term, and how to work out which door you are actually standing in front of. https://media.redresscompliance.com/videos/oracle-ula-06-certify-renew-or-exit.mp4 260 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-07-maximisation-done-properly https://redresscompliance.com/assets/img/videos/oracle-ula-07-maximisation-done-properly.jpg Maximisation, Done Properly Session 7 of the Oracle ULA Series. Structured preparation lifts certified quantities 20 to 45 percent over passive reporting. What that programme actually is, and the clear line between maximising a right you hold and claiming something you cannot defend. https://media.redresscompliance.com/videos/oracle-ula-07-maximisation-done-properly.mp4 258 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-08-counting-disputes https://redresscompliance.com/assets/img/videos/oracle-ula-08-counting-disputes.jpg Counting: Where the Disputes Happen Session 8 of the Oracle ULA Series. Virtualisation, public cloud, disaster recovery, dev and test, partner hosted systems. Cloud counting is disputed in roughly half of engagements, and the fix is contract language agreed at signature rather than argued at certification. https://media.redresscompliance.com/videos/oracle-ula-08-counting-disputes.mp4 254 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-09-the-certification-window https://redresscompliance.com/assets/img/videos/oracle-ula-09-the-certification-window.jpg The Certification Window Session 9 of the Oracle ULA Series. The 30 to 90 days that fix your position for the next decade: what you submit, what Oracle checks, what evidence holds, and the mistakes that shrink a count on the last day. https://media.redresscompliance.com/videos/oracle-ula-09-the-certification-window.mp4 247 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-10-renewing-a-ula https://redresscompliance.com/assets/img/videos/oracle-ula-10-renewing-a-ula.jpg Renewing a ULA Session 10 of the Oracle ULA Series. For the one in five where another term is genuinely right. A renewal is priced off the position you built, not off the fee you paid, and the only thing that makes it a choice is a certification number you already hold. https://media.redresscompliance.com/videos/oracle-ula-10-renewing-a-ula.mp4 259 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-11-life-after-certification https://redresscompliance.com/assets/img/videos/oracle-ula-11-life-after-certification.jpg Life After Certification Session 11 of the Oracle ULA Series. Ten years of support on a certified position costs roughly two and a half times the licence value itself. What you now own, what the count constrains, the governance that has to arrive with the certificate, and the options certification hands back. https://media.redresscompliance.com/videos/oracle-ula-11-life-after-certification.mp4 252 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-12-your-ula-and-how-we-can-help https://redresscompliance.com/assets/img/videos/oracle-ula-12-your-ula-and-how-we-can-help.jpg Your ULA, and How We Can Help Session 12 of the Oracle ULA Series. The whole series as a twelve month plan you can run, the three numbers worth remembering, the mistakes that cost the most, and how to get an independent second opinion on where you stand. https://media.redresscompliance.com/videos/oracle-ula-12-your-ula-and-how-we-can-help.mp4 246 2026-08-16 yes no no https://redresscompliance.com/videos/oracle-ula-negotiation-five-things https://redresscompliance.com/assets/img/videos/oracle-ula-negotiation-five-things.jpg Oracle ULA Negotiation: Five Things Entry scope, deployment during the term, the certification mechanics, the exit count, and the renewal trap that decides whether a ULA was worth signing at all. https://media.redresscompliance.com/videos/oracle-ula-negotiation-five-things.mp4 349 2026-08-10 yes no no https://redresscompliance.com/videos/oracle-when-divesting-an-entity https://redresscompliance.com/assets/img/videos/oracle-when-divesting-an-entity.jpg Oracle When Divesting an Entity Divestiture is where licence transfer terms stop being theoretical. What to establish before the transaction, and why the separation agreement is a licensing document. https://media.redresscompliance.com/videos/oracle-when-divesting-an-entity.mp4 411 2026-08-10 yes no no https://redresscompliance.com/videos/palo-alto-platform-deals-model-year-five-before-you-admire-y https://redresscompliance.com/assets/img/videos/palo-alto-platform-deals-model-year-five-before-you-admire-y.jpg Palo Alto Platform Deals: Model Year Five Before You Admire Year One Platform agreements front load the value and back load the cost. Modelling the full term is what turns an attractive year one into a decision you can defend. https://media.redresscompliance.com/videos/palo-alto-platform-deals-model-year-five-before-you-admire-y.mp4 348 2026-08-09 yes no no https://redresscompliance.com/videos/pricing-okta-against-the-identity-you-already-own https://redresscompliance.com/assets/img/videos/pricing-okta-against-the-identity-you-already-own.jpg Pricing Okta Against the Identity You Already Own Where Okta genuinely earns its premium over bundled identity, and where it is being paid for capability the estate already holds twice. https://media.redresscompliance.com/videos/pricing-okta-against-the-identity-you-already-own.mp4 395 2026-08-09 yes no no https://redresscompliance.com/videos/red-hat-negotiation-openshift-cores-separable-paper-december https://redresscompliance.com/assets/img/videos/red-hat-negotiation-openshift-cores-separable-paper-december.jpg Red Hat Under IBM, Part 2: OpenShift Cores, Separable Paper, and the December Close Part two of the VendorBenchmark Red Hat playbook: the Ansible node meter, the OpenShift suite ladder and AI attach, the paper decision between Red Hat direct, the IBM agreement, and the marketplace, the virtualization migration as an entry deal, the tactics and counters, and the endgame that lands 1.9 million at about 1.25 in December. https://media.redresscompliance.com/videos/red-hat-negotiation-openshift-cores-separable-paper-december.mp4 275 2026-09-02 yes no no https://redresscompliance.com/videos/red-hat-negotiation-subscription-census-clone-shadow https://redresscompliance.com/assets/img/videos/red-hat-negotiation-subscription-census-clone-shadow.jpg Red Hat Under IBM, Part 1: The Subscription Census and the Clone Shadow Red Hat sells subscriptions sized by counts that drift up and rarely down, and its own tooling performs the census. Part one of the VendorBenchmark Red Hat playbook: what changed under IBM, letting Satellite testify, the stratification that puts the commodity tier on AlmaLinux, the 1.9 million dollar estate, and the OpenShift core count. https://media.redresscompliance.com/videos/red-hat-negotiation-subscription-census-clone-shadow.mp4 282 2026-09-02 yes no no https://redresscompliance.com/videos/right-sizing-your-adobe-estate-before-you-negotiate-the-rene https://redresscompliance.com/assets/img/videos/right-sizing-your-adobe-estate-before-you-negotiate-the-rene.jpg Right Sizing Your Adobe Estate Before You Negotiate the Renewal Inactive seats renew silently and compound at the annual uplift. Reconciling deployment before the true up is assessed is the cheapest lever in the agreement, and it cannot be done afterwards. https://media.redresscompliance.com/videos/right-sizing-your-adobe-estate-before-you-negotiate-the-rene.mp4 366 2026-08-10 yes no no https://redresscompliance.com/videos/salesforce-headless-360-january-2027 https://redresscompliance.com/assets/img/videos/salesforce-headless-360-january-2027.jpg Salesforce Headless 360: The Meter That Has No Price Yet Headless 360 is an architecture, not a SKU: agents run Salesforce through APIs and MCP tools, and the cost flows through Flex Credits, per user add ons, Data 360 credits and your API allocation. Two of the meters headless traffic uses most have no price yet. Why January 2027 matters, the 2,500 seat illustration, and the terms to secure in writing before you renew. https://media.redresscompliance.com/videos/salesforce-headless-360-january-2027.mp4 322 2026-09-02 yes no no https://redresscompliance.com/videos/salesforce-negotiation https://redresscompliance.com/assets/img/videos/salesforce-negotiation.jpg 5 Ways to Win Your Salesforce Negotiation Agentforce 360, Data 360, and the early renewal play. Einstein 1 became the Agentforce editions and every quote now references the higher price book. What to separate, what to cap, and why the early renewal is their trade to pay for. https://media.redresscompliance.com/videos/salesforce-negotiation.mp4 290 2026-08-08 yes no no https://redresscompliance.com/videos/salesforce-negotiation-01-how-salesforce-sells https://redresscompliance.com/assets/img/videos/salesforce-negotiation-01-how-salesforce-sells.jpg How Salesforce Sells: Reading the Machine Session 1 of the Salesforce Negotiation Series. The 31 January fiscal year, the quota machine behind your account team, and the price environment after the August 2025 increase. Timing sets the price before anyone negotiates, and this session shows you how to read the clock. https://media.redresscompliance.com/videos/salesforce-negotiation-01-how-salesforce-sells.mp4 320 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-02-every-product-different https://redresscompliance.com/assets/img/videos/salesforce-negotiation-02-every-product-different.jpg Every Salesforce Product Is a Different Negotiation Session 2 of the Salesforce Negotiation Series. The edition ladder to Agentforce 1, full CRM against Platform licences, the metric behind each cloud, and the acquired estate from MuleSoft to Informatica. Different metric, different discount depth, different negotiation. https://media.redresscompliance.com/videos/salesforce-negotiation-02-every-product-different.mp4 350 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-03-the-order-form https://redresscompliance.com/assets/img/videos/salesforce-negotiation-03-the-order-form.jpg The Order Form Is the Contract Session 3 of the Salesforce Negotiation Series. The MSA, the order form and the Product Terms: which document binds you, how to read a Salesforce quote, and the five checks to run before any signature. Nothing said on a call survives unless it is typed on the order form. https://media.redresscompliance.com/videos/salesforce-negotiation-03-the-order-form.mp4 331 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-04-which-negotiation https://redresscompliance.com/assets/img/videos/salesforce-negotiation-04-which-negotiation.jpg Know Which Negotiation You Are In Session 4 of the Salesforce Negotiation Series. New purchase, renewal, expansion, early renewal, downsize, SELA and corporate events: seven different negotiations with different leverage physics, and the category mistakes that cost more than any discount. https://media.redresscompliance.com/videos/salesforce-negotiation-04-which-negotiation.mp4 253 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-05-first-purchase-terms https://redresscompliance.com/assets/img/videos/salesforce-negotiation-05-first-purchase-terms.jpg Five Terms You Only Get at the First Purchase Session 5 of the Salesforce Negotiation Series. Uplift caps, price holds, swap rights, true down rights and exit flexibility: the protections that are winnable while Salesforce is still selling, and gone once you are installed. Clauses first, discount last. https://media.redresscompliance.com/videos/salesforce-negotiation-05-first-purchase-terms.mp4 254 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-06-the-renewal https://redresscompliance.com/assets/img/videos/salesforce-negotiation-06-the-renewal.jpg The Renewal: What Moves and What Does Not Session 6 of the Salesforce Negotiation Series. What is genuinely negotiable at a Salesforce renewal, what is theater, the 180 to 240 day runbook, and how to answer the reprice threat when your discount supposedly expires with the term. https://media.redresscompliance.com/videos/salesforce-negotiation-06-the-renewal.mp4 271 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-07-where-leverage-comes-from https://redresscompliance.com/assets/img/videos/salesforce-negotiation-07-where-leverage-comes-from.jpg Where Leverage Comes From Session 7 of the Salesforce Negotiation Series. Timing, expansion dollars, evidence, and credible alternatives: the four sources of real leverage in a Salesforce deal, what is not leverage at all, and the order to spend it in. https://media.redresscompliance.com/videos/salesforce-negotiation-07-where-leverage-comes-from.mp4 259 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-08-the-early-renewal https://redresscompliance.com/assets/img/videos/salesforce-negotiation-08-the-early-renewal.jpg The Early Renewal: Their Favourite Play Session 8 of the Salesforce Negotiation Series. The pull forward pitched as a year end favour: when locking price early genuinely serves you, when it quietly resets your clock and spends your leverage, and the four questions that tell the two apart. https://media.redresscompliance.com/videos/salesforce-negotiation-08-the-early-renewal.mp4 294 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-09-shrinking-the-estate https://redresscompliance.com/assets/img/videos/salesforce-negotiation-09-shrinking-the-estate.jpg Shrinking a Salesforce Estate Session 9 of the Salesforce Negotiation Series. Reductions against the no true down default: the evidence that makes a cut credible, trading shelfware for products Salesforce wants to sell, divestitures and carve outs, and the distressed renewal where the estate must shrink. https://media.redresscompliance.com/videos/salesforce-negotiation-09-shrinking-the-estate.mp4 284 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-10-estimating-agentforce https://redresscompliance.com/assets/img/videos/salesforce-negotiation-10-estimating-agentforce.jpg Estimating Agentforce Before You Sign Session 10 of the Salesforce Negotiation Series. Conversations, Flex Credits and per user editions priced side by side: the actions per conversation that decide your model, the breakeven near twenty, what the bundled allowances are really worth, and the consumption protections to negotiate. https://media.redresscompliance.com/videos/salesforce-negotiation-10-estimating-agentforce.mp4 291 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-11-agentforce-360-headless-360 https://redresscompliance.com/assets/img/videos/salesforce-negotiation-11-agentforce-360-headless-360.jpg Agentforce 360, Headless 360 and Your Next Renewal Session 11 of the Salesforce Negotiation Series. The platform rebrand, Informatica inside Data 360, MuleSoft repackaged, and Headless 360 turning the platform into APIs and agents. What a roadmap does to per user pricing, and how to negotiate against products that do not exist yet. https://media.redresscompliance.com/videos/salesforce-negotiation-11-agentforce-360-headless-360.mp4 311 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-negotiation-12-end-to-end https://redresscompliance.com/assets/img/videos/salesforce-negotiation-12-end-to-end.jpg The Salesforce Negotiation, End to End Session 12 of the Salesforce Negotiation Series. One estate, one calendar: a renewal, an Agentforce expansion and a MuleSoft co term sequenced into a single position against their year end. The term sheet, the team, the approval chain, and the final week. https://media.redresscompliance.com/videos/salesforce-negotiation-12-end-to-end.mp4 292 2026-08-15 yes no no https://redresscompliance.com/videos/salesforce-sela https://redresscompliance.com/assets/img/videos/salesforce-sela.jpg Negotiating the Salesforce SELA: Unlimited Is Still a Number Enterprise license agreements carry thresholds sized to your needs at signature, and overages run 2 to 3x your rate. Finding the number inside the unlimited, proven vs speculative demand, the floor that never moves, and pricing the exits before you enter. https://media.redresscompliance.com/videos/salesforce-sela.mp4 233 2026-08-08 yes no no https://redresscompliance.com/videos/salesforce-sela-01-the-proposal-lands https://redresscompliance.com/assets/img/videos/salesforce-sela-01-the-proposal-lands.jpg The Proposal Lands: Twelve Months Out, Fourteen Percent Up Session 1 of Negotiating a Salesforce SELA. A carrier running seven Salesforce clouds at forty two million a year gets its renewal proposal twelve months early, at a fourteen percent uplift. What a SELA actually is, why the early proposal is a sales motion rather than a courtesy, and the calendar that decides who is under pressure. https://media.redresscompliance.com/videos/salesforce-sela-01-the-proposal-lands.mp4 293 2026-08-16 yes no no https://redresscompliance.com/videos/salesforce-sela-02-unlimited-is-still-a-number https://redresscompliance.com/assets/img/videos/salesforce-sela-02-unlimited-is-still-a-number.jpg Unlimited Is Still a Number Session 2 of Negotiating a Salesforce SELA. Seven in ten of the agreements we reviewed framed themselves as unlimited while still metering consumption and only truing forward. Where the meters hide, what a true forward only structure costs on decline, and how to find the break even user count before you agree to a fixed fee. https://media.redresscompliance.com/videos/salesforce-sela-02-unlimited-is-still-a-number.mp4 301 2026-08-16 yes no no https://redresscompliance.com/videos/salesforce-sela-03-read-your-own-estate https://redresscompliance.com/assets/img/videos/salesforce-sela-03-read-your-own-estate.jpg Read Your Own Estate First Session 3 of Negotiating a Salesforce SELA. Entitled against active, cloud by cloud. Eight hundred and twenty seats paid for and unused across Sales and Service, six hundred Communications Cloud seats with a hundred and eighty active, and a MuleSoft credit allotment running at fifty nine percent. The evidence that made every later lever possible. https://media.redresscompliance.com/videos/salesforce-sela-03-read-your-own-estate.mp4 295 2026-08-16 yes no no https://redresscompliance.com/videos/salesforce-sela-04-the-benchmark https://redresscompliance.com/assets/img/videos/salesforce-sela-04-the-benchmark.jpg The Benchmark: What Fifty Seven Agreements Say Session 4 of Negotiating a Salesforce SELA. The carrier's run rate compared against fifty seven Salesforce enterprise agreements in the same cluster, held against per user list, per cloud bundle discount and the consumption metrics. Five gap dimensions from twenty three to thirty five percent, and a benchmark thirty two percent below the proposal. https://media.redresscompliance.com/videos/salesforce-sela-04-the-benchmark.mp4 277 2026-08-16 yes no no https://redresscompliance.com/videos/salesforce-sela-05-seven-levers https://redresscompliance.com/assets/img/videos/salesforce-sela-05-seven-levers.jpg Seven Levers, Filed in Writing Session 5 of Negotiating a Salesforce SELA. Active user count, bundle decomposition, the uplift cap, the Communications Cloud descope, converting the MuleSoft allotment to a drawdown pool, the auto renewal off ramp and a seat reduction right. Seven levers filed four months ahead, and what each one was actually worth. https://media.redresscompliance.com/videos/salesforce-sela-05-seven-levers.mp4 282 2026-08-16 yes no no https://redresscompliance.com/videos/salesforce-sela-06-the-close https://redresscompliance.com/assets/img/videos/salesforce-sela-06-the-close.jpg The Close, and What Held Session 6 of Negotiating a Salesforce SELA. Thirty percent net reduction, a two percent uplift cap that held for the full term, three flexibility clauses no peer carrier had won, and a settlement closed sixty days early so the year end push never arrived. What transferred to any SELA, and the five moves to start with. https://media.redresscompliance.com/videos/salesforce-sela-06-the-close.mp4 277 2026-08-16 yes no no https://redresscompliance.com/videos/sap-5-tips https://redresscompliance.com/assets/img/videos/sap-5-tips.jpg 5 Tips That Work in SAP Negotiations Decompose everything, fix the counts before the FUE mapping, make 2027 their problem, spend leverage on the out-years instead of year one, and close at the quarter with benchmarks: the 15 to 25 percent that only exists at quarter end. https://media.redresscompliance.com/videos/sap-5-tips.mp4 225 2026-08-09 yes no no https://redresscompliance.com/videos/sap-api-policy-successfactors-rate-limits https://redresscompliance.com/assets/img/videos/sap-api-policy-successfactors-rate-limits.jpg SAP's API Policy and the SuccessFactors 429: Read the Headers Before January SAP's API Policy 4/2026 restricts you to published APIs, introduces fair use throttling and routes agentic AI through SAP's own pathways. SuccessFactors put numbers on it: 600 requests a minute per tenant, soft limits live since August 17, hard 429s from November 13 and January 1, 2027. What breaks under hard mode, the commercial proposal that follows, and how to keep the policy out of SAP's quarter end. https://media.redresscompliance.com/videos/sap-api-policy-successfactors-rate-limits.mp4 335 2026-09-02 yes no no https://redresscompliance.com/videos/sap-estate https://redresscompliance.com/assets/img/videos/sap-estate.jpg Optimize the Estate First: The SAP Work That Pays for the Negotiation SAP prices your future from your present, so a bloated estate converts into a bloated subscription. The user cleanup, engine and shelfware rationalization, resolving indirect access on your terms, and converting clean with the credits you earned. https://media.redresscompliance.com/videos/sap-estate.mp4 228 2026-08-09 yes no no https://redresscompliance.com/videos/sap-prepare https://redresscompliance.com/assets/img/videos/sap-prepare.jpg How to Prepare for Your SAP Negotiation The 2027 deadline compresses SAP too. Reading the clock correctly, cleaning inflated ECC user counts before SAP builds proposals from them, decomposing every bundle, the three credible alternatives, and closing against the December year end. https://media.redresscompliance.com/videos/sap-prepare.mp4 257 2026-08-09 yes no no https://redresscompliance.com/videos/sap-rise https://redresscompliance.com/assets/img/videos/sap-rise.jpg RISE with SAP Negotiations: Pricing a One-Way Door Leaving RISE is a re-implementation, and both sides know it. The FUE tier bands, skeptical sizing of every bundle layer, the traps that travel in threes (escalators, auto-renewal, credit forfeiture), the 20 percent renewal-uplift pattern, and selling your flexibility. https://media.redresscompliance.com/videos/sap-rise.mp4 264 2026-08-09 yes no no https://redresscompliance.com/videos/sap-rise-01-the-move-you-are-being-asked-to-make https://redresscompliance.com/assets/img/videos/sap-rise-01-the-move-you-are-being-asked-to-make.jpg The Move You Are Actually Being Asked to Make Session 1 of the SAP RISE Migration Series. RISE bundles S/4HANA Cloud private edition, infrastructure and base run services into one subscription priced on Full Use Equivalents. It changes who operates the platform, not who carries the liability, and the perpetual entitlement terminates at signature. https://media.redresscompliance.com/videos/sap-rise-01-the-move-you-are-being-asked-to-make.mp4 281 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-02-the-2027-clock https://redresscompliance.com/assets/img/videos/sap-rise-02-the-2027-clock.jpg The 2027 Clock, and Whose It Is Session 2 of the SAP RISE Migration Series. Mainstream maintenance for ECC ends 31 December 2027 with extended maintenance to 2030. It is a maintenance date, not a switch off. First conversion quotes ran 25 to 40 percent above the defensible figure, and buyers who opened inside 12 months paid the most. https://media.redresscompliance.com/videos/sap-rise-02-the-2027-clock.mp4 283 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-03-five-paths-five-bills https://redresscompliance.com/assets/img/videos/sap-rise-03-five-paths-five-bills.jpg Five Paths, Five Different Bills Session 3 of the SAP RISE Migration Series. Brownfield, greenfield, selective data transition, RISE private edition and on premise are five commercial outcomes, not one technical decision. Buyers leave 15 to 28 percent on the table by anchoring on the recommended path, and brownfield carried 20 to 40 percent of legacy entitlement that no longer mapped. https://media.redresscompliance.com/videos/sap-rise-03-five-paths-five-bills.mp4 281 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-04-the-fue-count-is-the-whole-deal https://redresscompliance.com/assets/img/videos/sap-rise-04-the-fue-count-is-the-whole-deal.jpg The FUE Count Is the Whole Deal Session 4 of the SAP RISE Migration Series. First FUE proposals ran 10 to 25 percent above what a clean reclassification supported, a median of about 18 percent, and rebuilding the count from 90 days of transaction logs removed 15 to 30 percent before signing. List runs 220 to 280 euros per FUE per month on private cloud. https://media.redresscompliance.com/videos/sap-rise-04-the-fue-count-is-the-whole-deal.mp4 275 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-05-building-the-honest-baseline https://redresscompliance.com/assets/img/videos/sap-rise-05-building-the-honest-baseline.jpg Building the Honest Baseline Session 5 of the SAP RISE Migration Series. One estate in two could not state its own infrastructure and Basis cost. Where the baseline was built properly, RISE raised the five year total in about half of evaluations, usually on sunk run labour and lost hyperscaler credits. https://media.redresscompliance.com/videos/sap-rise-05-building-the-honest-baseline.mp4 266 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-06-what-the-bundle-does-not-include https://redresscompliance.com/assets/img/videos/sap-rise-06-what-the-bundle-does-not-include.jpg What the Bundle Does Not Include Session 6 of the SAP RISE Migration Series. Five recurring costs sit outside the headline fee and added 15 to 30 percent over the base: digital access, premium support, compute and storage overage, FUE drift, and exit assistance. SuccessFactors, Concur, advanced Ariba, Commerce Cloud and country payroll all license separately. https://media.redresscompliance.com/videos/sap-rise-06-what-the-bundle-does-not-include.mp4 275 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-07-digital-access-travels-with-you https://redresscompliance.com/assets/img/videos/sap-rise-07-digital-access-travels-with-you.jpg Digital Access Travels With You Session 7 of the SAP RISE Migration Series. Nine document types, roughly one FUE per thousand documents, and the most expensive misconception in the RISE conversation: more than half of buyers assumed the move removed indirect access exposure. The first document volume becomes the renewal floor. https://media.redresscompliance.com/videos/sap-rise-07-digital-access-travels-with-you.mp4 279 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-08-the-meters-btp-and-ai-units https://redresscompliance.com/assets/img/videos/sap-rise-08-the-meters-btp-and-ai-units.jpg The Meters: BTP Credits and AI Units Session 8 of the SAP RISE Migration Series. Committed BTP balances ran 30 to 45 percent above consumption and the true up reset the baseline upward in seven of ten renewals. AI Units meter per action at $0.08 to $0.18 overage, and the platform credit pool triples on documented use cases. https://media.redresscompliance.com/videos/sap-rise-08-the-meters-btp-and-ai-units.mp4 273 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-09-the-year-four-cliff https://redresscompliance.com/assets/img/videos/sap-rise-09-the-year-four-cliff.jpg The Year Four Cliff Session 9 of the SAP RISE Migration Series. The conversion credit covers years one to three at 50 to 70 percent of perpetual residual value and then drops to zero. Migration credits masked 10 to 18 percent of the steady state, and a step down cap on the legacy maintenance bridge cut that tail 50 to 75 percent. https://media.redresscompliance.com/videos/sap-rise-09-the-year-four-cliff.mp4 262 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-10-pricing-a-one-way-door https://redresscompliance.com/assets/img/videos/sap-rise-10-pricing-a-one-way-door.jpg Pricing a One Way Door Session 10 of the SAP RISE Migration Series. Leaving RISE is a re-implementation and both sides know it. Exit assistance is a fee unless the contract prices data export and transition help, and SAP told the market that termination rights cost it reportable backlog, which makes them currency. https://media.redresscompliance.com/videos/sap-rise-10-pricing-a-one-way-door.mp4 264 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-11-the-calendar-and-the-room https://redresscompliance.com/assets/img/videos/sap-rise-11-the-calendar-and-the-room.jpg The Calendar and the Room Session 11 of the SAP RISE Migration Series. SAP runs a calendar fiscal year closing 31 December, and a December signature shifts the band 4 to 8 points against mid year on the same scope. Current cloud backlog is the metric the field defends, and scope is what the account team is paid to produce. https://media.redresscompliance.com/videos/sap-rise-11-the-calendar-and-the-room.mp4 283 2026-08-16 yes no no https://redresscompliance.com/videos/sap-rise-12-partner-with-redress https://redresscompliance.com/assets/img/videos/sap-rise-12-partner-with-redress.jpg Partner with Redress Session 12 of the SAP RISE Migration Series. What a buyer side engagement does on a RISE conversion, the outcomes on the file, how we work and what it costs, and why the call is worth several times more at 24 months than at six. https://media.redresscompliance.com/videos/sap-rise-12-partner-with-redress.mp4 277 2026-08-16 yes no no https://redresscompliance.com/videos/sap-s4hana-tiers https://redresscompliance.com/assets/img/videos/sap-s4hana-tiers.jpg S/4HANA Negotiations: The Discount Is Dead. The Tier Is the Deal. SAP moved from ad-hoc discounting to tier-based pricing: the FUE band sets the rate. Negotiating the band edges, the user-type mapping as the hidden discount, what remains genuinely negotiable, and protecting the tier at renewal. https://media.redresscompliance.com/videos/sap-s4hana-tiers.mp4 251 2026-08-09 yes no no https://redresscompliance.com/videos/servicenow-foundation-advanced-prime-mapping https://redresscompliance.com/assets/img/videos/servicenow-foundation-advanced-prime-mapping.jpg ServiceNow Foundation, Advanced, Prime: The Mapping Trap in Your Renewal On April 9 ServiceNow replaced five tiers with Foundation, Advanced and Prime and bundled AI into every one. Bundled is not unlimited: seats are still licensed and assists are metered from a tenant pool with an unpublished top up rate. Where your tier lands, the two hard floors, the capability loss you sign for, and the four numbers to write into the order form. https://media.redresscompliance.com/videos/servicenow-foundation-advanced-prime-mapping.mp4 324 2026-09-02 yes no no https://redresscompliance.com/videos/servicenow-new-ai https://redresscompliance.com/assets/img/videos/servicenow-new-ai.jpg ServiceNow's New AI: Assists, Tiers, and the Meter You Are About to Sign The assist economy read in full: 25 to 150 assists per action, pools of 1,500 to 6,000 per fulfiller by tier, the overage cliff that is negotiable exactly once, sizing from your median curve, and choosing the tier backward from evidence. https://media.redresscompliance.com/videos/servicenow-new-ai.mp4 257 2026-08-09 yes no no https://redresscompliance.com/videos/servicenow-prepare https://redresscompliance.com/assets/img/videos/servicenow-prepare.jpg How to Prepare for Your ServiceNow Negotiation Five workstreams for the 180 days: twelve months of fulfiller truth (12 to 28 percent read-only), your own tier mapping before ServiceNow's, an AI consumption baseline from instrumented pilots, the benchmark and alternatives file, and the December 31 close. https://media.redresscompliance.com/videos/servicenow-prepare.mp4 265 2026-08-09 yes no no https://redresscompliance.com/videos/servicenow-renewal https://redresscompliance.com/assets/img/videos/servicenow-renewal.jpg 5 Ways to Win Your ServiceNow Renewal The new AI licensing model. Five tiers became three, Now Assist is bundled and metered in assists, and legacy SKUs ended sale in July 2026. Map the tier change, fix the seat count, and lock the overage rate before you depend on it. https://media.redresscompliance.com/videos/servicenow-renewal.mp4 248 2026-08-08 yes no no https://redresscompliance.com/videos/servicenow-renewal-01-what-changed https://redresscompliance.com/assets/img/videos/servicenow-renewal-01-what-changed.jpg What Changed Since Your Last Renewal Session 1 of the ServiceNow Renewal Series. On 9 April 2026 ServiceNow replaced five tiers with three, and legacy SKUs went end of sale on 1 July. Your next renewal is the first one written on packaging your current contract does not name, and that is either the most expensive renewal you have run or the best opportunity you have had in years. https://media.redresscompliance.com/videos/servicenow-renewal-01-what-changed.mp4 284 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-02-how-servicenow-sells https://redresscompliance.com/assets/img/videos/servicenow-renewal-02-how-servicenow-sells.jpg How ServiceNow Sells Session 2 of the ServiceNow Renewal Series. The fiscal year ends 31 December, not June, and the advice saying otherwise will put you at the table in the worst possible quarter. The approval ladder, the reserve held back for period close, and the margin guidance that decides which concessions exist at all. https://media.redresscompliance.com/videos/servicenow-renewal-02-how-servicenow-sells.mp4 284 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-03-what-they-want-to-sell https://redresscompliance.com/assets/img/videos/servicenow-renewal-03-what-they-want-to-sell.jpg What They Want to Sell You This Year Session 3 of the ServiceNow Renewal Series. The AI ACV target was raised to 1.5 billion dollars and the disclosed KPIs tell you exactly what your account team is measured on. You own four things they need. The rep is not selling you AI so much as buying a statistic from you, and the price of that statistic is negotiable. https://media.redresscompliance.com/videos/servicenow-renewal-03-what-they-want-to-sell.mp4 295 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-04-the-ai-consumption-meter https://redresscompliance.com/assets/img/videos/servicenow-renewal-04-the-ai-consumption-meter.jpg The AI Consumption Meter Session 4 of the ServiceNow Renewal Series. The assist is the unit, the bundled pool is a budget rather than an entitlement, and non production draws on the same pool as production. Overage landed at 15 to 30 percent of tier spend, median 22, once agents were in real use. https://media.redresscompliance.com/videos/servicenow-renewal-04-the-ai-consumption-meter.mp4 272 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-05-sizing-ai-before-you-sign https://redresscompliance.com/assets/img/videos/servicenow-renewal-05-sizing-ai-before-you-sign.jpg Sizing AI Before You Sign Session 5 of the ServiceNow Renewal Series. Credits per resolved interaction is the only number that matters, and it comes from a 50 to 150 fulfiller pilot inside 90 days. Buyers who measured one workflow first cut their committed pool 25 to 40 percent. https://media.redresscompliance.com/videos/servicenow-renewal-05-sizing-ai-before-you-sign.mp4 271 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-06-pitfalls-and-lock-ins https://redresscompliance.com/assets/img/videos/servicenow-renewal-06-pitfalls-and-lock-ins.jpg The Pitfalls and the Lock-ins Session 6 of the ServiceNow Renewal Series. Uniform Prime, the bundling illusion, unbundling as a one way door, the oversized block that becomes next year's baseline, and the migration accepted as a formality. Five traps that are cheap to avoid before signature and very expensive afterwards. https://media.redresscompliance.com/videos/servicenow-renewal-06-pitfalls-and-lock-ins.mp4 270 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-07-reading-your-own-estate https://redresscompliance.com/assets/img/videos/servicenow-renewal-07-reading-your-own-estate.jpg Reading Your Own Estate Session 7 of the ServiceNow Renewal Series. Active means worked a record in 90 days, not provisioned. The behavioural split runs roughly 55 percent active, 15 percent approver only, 20 percent dormant, 10 percent light. Cost per active fulfiller is the only number worth quoting, and consumption under 65 percent is a rightsizing candidate. https://media.redresscompliance.com/videos/servicenow-renewal-07-reading-your-own-estate.mp4 256 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-08-when-and-how-to-prepare https://redresscompliance.com/assets/img/videos/servicenow-renewal-08-when-and-how-to-prepare.jpg When and How to Prepare Session 8 of the ServiceNow Renewal Series. Renewals opened nine to twelve months out absorbed about half the increase of those opened inside sixty days. The runway backwards from signature: month 12 consumption review, month 9 competitive assessment, month 6 benchmarks and clause set, month 4 the escalation in writing, month 3 the notice window. https://media.redresscompliance.com/videos/servicenow-renewal-08-when-and-how-to-prepare.mp4 254 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-09-where-leverage-comes-from https://redresscompliance.com/assets/img/videos/servicenow-renewal-09-where-leverage-comes-from.jpg Where Leverage Comes From Session 9 of the ServiceNow Renewal Series. Funded pilots with a named competitor moved 15 to 30 percent where generic alternative language moved fewer than one negotiation in five. The three walk-aways you can actually execute, and why a 98 percent renewal rate is a liability in your specific room. https://media.redresscompliance.com/videos/servicenow-renewal-09-where-leverage-comes-from.mp4 258 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-10-what-to-negotiate https://redresscompliance.com/assets/img/videos/servicenow-renewal-10-what-to-negotiate.jpg What to Negotiate Session 10 of the ServiceNow Renewal Series. The clause set that decides what the contract does to you for three years: uplift cap as a not to exceed number on the whole order form, true up timing, swap rights at 15 to 25 percent of committed ACV, true down, fulfiller definition, co-terming and price hold. Plus the four AI terms. https://media.redresscompliance.com/videos/servicenow-renewal-10-what-to-negotiate.mp4 260 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-11-the-renewal-in-the-room https://redresscompliance.com/assets/img/videos/servicenow-renewal-11-the-renewal-in-the-room.jpg The Renewal in the Room Session 11 of the ServiceNow Renewal Series. Their standard plays and the counters: the pull forward priced honestly as a 4 percent increase wearing a discount, the auto renewal that fired silently in 7 of 10 contracts, and tier drift carrying 20 to 40 percent of the increase past every cap. https://media.redresscompliance.com/videos/servicenow-renewal-11-the-renewal-in-the-room.mp4 257 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-renewal-12-partner-with-redress https://redresscompliance.com/assets/img/videos/servicenow-renewal-12-partner-with-redress.jpg Partner with Redress Session 12 of the ServiceNow Renewal Series. What a buyer side engagement actually does, the outcomes on the file, how we work and what it costs, and how to reach us before the quote arrives rather than after. https://media.redresscompliance.com/videos/servicenow-renewal-12-partner-with-redress.mp4 255 2026-08-16 yes no no https://redresscompliance.com/videos/servicenow-tactics https://redresscompliance.com/assets/img/videos/servicenow-tactics.jpg ServiceNow Sales Tactics: The Five Plays, and the Counters That Work The upward tier mapping, the platform vision land grab, the AI pilot that becomes a baseline, the standard uplift that is not standard, and the December 31 calendar squeeze, with the counter to each. https://media.redresscompliance.com/videos/servicenow-tactics.mp4 262 2026-08-09 yes no no https://redresscompliance.com/videos/splunk-renewals-shrink-the-data-before-you-talk-price https://redresscompliance.com/assets/img/videos/splunk-renewals-shrink-the-data-before-you-talk-price.jpg Splunk Renewals: Shrink the Data Before You Talk Price A better unit rate cannot rescue an estate that ingests everything at the top tier. The order of operations at renewal is the whole negotiation. https://media.redresscompliance.com/videos/splunk-renewals-shrink-the-data-before-you-talk-price.mp4 331 2026-08-09 yes no no https://redresscompliance.com/videos/the-adobe-renewal-fix-the-seat-mix-before-you-fight-over-the https://redresscompliance.com/assets/img/videos/the-adobe-renewal-fix-the-seat-mix-before-you-fight-over-the.jpg The Adobe Renewal: Fix the Seat Mix Before You Fight Over the Rate The uplift is negotiated against evidence, and the evidence is a reconciled seat count. Why the buyers who start nine to twelve months out pay materially less than the ones who arrive at ninety days. https://media.redresscompliance.com/videos/the-adobe-renewal-fix-the-seat-mix-before-you-fight-over-the.mp4 354 2026-08-09 yes no no https://redresscompliance.com/videos/the-aws-edp-five-things https://redresscompliance.com/assets/img/videos/the-aws-edp-five-things.jpg The AWS EDP: Five Things What actually moves an Enterprise Discount Program agreement: the commit curve, the ramp, the true up treatment, the exit position, and the private pricing addendum that carries most of the value. https://media.redresscompliance.com/videos/the-aws-edp-five-things.mp4 410 2026-08-10 yes no no https://redresscompliance.com/videos/the-ibm-audit-is-the-sales-call-timing-and-ilmt-hygiene-deci https://redresscompliance.com/assets/img/videos/the-ibm-audit-is-the-sales-call-timing-and-ilmt-hygiene-deci.jpg The IBM Audit Is the Sales Call: Timing and ILMT Hygiene Decide It Sub capacity entitlement is conditional on evidence, not on deployment. A missing metric report converts a sub capacity estate into a full capacity bill, and it arrives on the vendor's calendar. https://media.redresscompliance.com/videos/the-ibm-audit-is-the-sales-call-timing-and-ilmt-hygiene-deci.mp4 344 2026-08-09 yes no no https://redresscompliance.com/videos/the-palo-alto-free-period-trap-model-year-five-before-you-si https://redresscompliance.com/assets/img/videos/the-palo-alto-free-period-trap-model-year-five-before-you-si.jpg The Palo Alto Free Period Trap: Model Year Five Before You Sign A free period is a discount taken as timing, and it sets the baseline everything after it is measured against. How to price it properly before it prices you. https://media.redresscompliance.com/videos/the-palo-alto-free-period-trap-model-year-five-before-you-si.mp4 399 2026-08-10 yes no no https://redresscompliance.com/videos/timing-and-structuring-the-zscaler-july-deal https://redresscompliance.com/assets/img/videos/timing-and-structuring-the-zscaler-july-deal.jpg Timing and Structuring the Zscaler July Deal Fiscal year end is real leverage and it is also a trap if it drives you into a term you would not otherwise sign. How to use the calendar without paying for it later. https://media.redresscompliance.com/videos/timing-and-structuring-the-zscaler-july-deal.mp4 378 2026-08-10 yes no no https://redresscompliance.com/videos/unbundling-the-google-cloud-mega-deal https://redresscompliance.com/assets/img/videos/unbundling-the-google-cloud-mega-deal.jpg Unbundling the Google Cloud Mega Deal Large agreements bundle compute, data, AI, and marketplace commitments into one number. Separating them is what exposes which line is carrying the discount and which is carrying the risk. https://media.redresscompliance.com/videos/unbundling-the-google-cloud-mega-deal.mp4 337 2026-08-09 yes no no https://redresscompliance.com/videos/vmware-vcf-renewal https://redresscompliance.com/assets/img/videos/vmware-vcf-renewal.jpg The VMware VCF Renewal: How to Prepare Before Broadcom Names the Price Renewal quotes land at 2 to 3x the old support cost, sometimes 5 to 10x. The core inventory and the 16-core minimum, right-sizing the forced bundle, costing an exit for the portable slice, the paper that outlives the discount, and running the clock toward late October. https://media.redresscompliance.com/videos/vmware-vcf-renewal.mp4 284 2026-08-08 yes no no https://redresscompliance.com/videos/winning-the-crowdstrike-falcon-flex-negotiation https://redresscompliance.com/assets/img/videos/winning-the-crowdstrike-falcon-flex-negotiation.jpg Winning the CrowdStrike Falcon Flex Negotiation Where the leverage sits in a Falcon Flex deal, how module expansion is priced once the commit is set, and the terms that decide your position at the second renewal rather than the first. https://media.redresscompliance.com/videos/winning-the-crowdstrike-falcon-flex-negotiation.mp4 320 2026-08-10 yes no no https://redresscompliance.com/videos/workday-deepdive-1 https://redresscompliance.com/assets/img/videos/workday-deepdive-1.jpg Inside the Workday Contract: The Five Terms That Decide What You Pay FSE is not headcount: how 24,000 employees become 30,700 billable workers. Band-edge repricing, the escalator that compounds past $800k, one-way true-ups, and why the Order Form, not the MSA, is the document to fight over. https://media.redresscompliance.com/videos/workday-deepdive-1.mp4 333 2026-08-08 yes no no https://redresscompliance.com/videos/workday-deepdive-2 https://redresscompliance.com/assets/img/videos/workday-deepdive-2.jpg The Workday Renewal Playbook: Twelve Months, Four Phases, One Discount Ladder Leverage peaks 6 to 12 months before the date, worth about $1.6M on an average renewal. The four-phase timeline, the shelfware audit, and the discount ladder Workday actually follows: minus 10, minus 18, minus 28, minus 35. https://media.redresscompliance.com/videos/workday-deepdive-2.mp4 317 2026-08-08 yes no no https://redresscompliance.com/videos/workday-deepdive-3 https://redresscompliance.com/assets/img/videos/workday-deepdive-3.jpg Sana, Flex Credits, and the AI Decision: A Buyer's Framework What an agent action really costs, from 1 credit to 750. The burn model that empties 120,000 credits on two use cases, the six contract protections in priority order, and a three-gate framework for committing on evidence. https://media.redresscompliance.com/videos/workday-deepdive-3.mp4 354 2026-08-08 yes no no https://redresscompliance.com/videos/workday-flex-credits-platform-entitlement-clock https://redresscompliance.com/assets/img/videos/workday-flex-credits-platform-entitlement-clock.jpg Workday Flex Credits and the Platform Entitlement Clock: February 1 Is Coming Workday moved its agents and a growing set of platform capabilities onto Flex Credits, metered per action from 1 to 750 credits, and introduced an annual API allowance above which integrations draw credits too. The price per credit is unpublished, the free credits expire, and the API grace period ends January 31, 2027. The 45,000 employee illustration and the four numbers to negotiate. https://media.redresscompliance.com/videos/workday-flex-credits-platform-entitlement-clock.mp4 338 2026-09-02 yes no no https://redresscompliance.com/videos/workday-ma https://redresscompliance.com/assets/img/videos/workday-ma.jpg Workday in Mergers and Acquisitions: The Divestiture Clause That Pays for Itself Divest a division and the invoice does not move: your committed count is a floor. The divestiture true-down, assignability and the change of control trap, the 12 to 18 month transition window, and the mechanics that quietly punish a smaller company. https://media.redresscompliance.com/videos/workday-ma.mp4 242 2026-08-08 yes no no https://redresscompliance.com/videos/workday-negotiation https://redresscompliance.com/assets/img/videos/workday-negotiation.jpg 5 Ways to Win Your Workday Negotiation Flex Credits, Sana, and the new AI sell. Workday paid $1.1B for Sana and put a consumption meter under its AI. Why the free window is not generosity, what the credit math really costs, and which four terms belong in writing. https://media.redresscompliance.com/videos/workday-negotiation.mp4 266 2026-08-08 yes no no