Negotiation — Sharper Buying, Without the Effort
Why Most Software Deals Aren't Market-Competitive
Publishers know exactly what a customer pays for a similar licence elsewhere. The buyer usually does not. That information advantage costs enterprise organisations an average of 10–20% on their software spend.
Resellers don’t necessarily help: they earn commission from the publisher and benefit from you buying, not necessarily buying smartly.
Our Approach: Market Data + Independence
SoftVaro works exclusively for the buying party. We have live market data from 4,000+ suppliers: what similar organisations pay, which discounts are realistic, and where the leeway lies in each contract.
Armed with that knowledge, we engage in discussions with the publisher. You stay in the background or join in — whichever you prefer.
What Are the Benefits of Independent Negotiation?
Six reasons why organisations choose SoftVaro instead of negotiating themselves or buying via a reseller.
Live Market Data
We know what comparable enterprise organisations pay for the same licences. That’s your starting point.
100% Independent
No reseller commission, no vendor interests. We work solely for you.
You Save Time
We do the heavy lifting — you decide. No endless email exchanges with vendors.
More Than Just Price
We negotiate not only price but also contract length, SLAs, auto-renewal clauses, and expansion rights.
Complete Transparency
Transparent about approach, reasoning, and results. No black-box advice.
Proven Results
An average 10–20% saving in year one, often on contracts you thought were already competitive.
What a Negotiation Process Looks Like
Analysis of the Current Contract
You supply the contract or quote. We analyse the terms, pricing, and any pain points.
Benchmarking Against Market Data
We compare it with our market data. Here you see exactly where there’s room — and how realistic a better deal is.
Strategy Definition
We determine the strategy together: where the priorities lie, which arguments to use, who will conduct the discussions.
The Negotiation
We take over the conversation with the publisher. You stay in the background or join in — whichever you feel comfortable with.
Finalising and Documenting
The result: a sharp contract with improved terms. We explain every amendment before you sign.
Which Suppliers Do We Negotiate With?
From Tier 1 platforms to Tier 3 niche tools. Access to 4,000+ suppliers in our market data.
Adobe, Autodesk
Major publishers with complex licence structures. This is where our market data delivers the most value.
VMware (Broadcom)
Virtualisation and infrastructure software — traditionally tough negotiations, where preparation is crucial.
Atlassian, Zoom, Figma
Collaboration and productivity tools where price per seat quickly escalates with scale.
Palo Alto, CrowdStrike
Endpoint protection and firewall providers. Complex contracts, plenty of room for negotiation.
Microsoft Enterprise
Long-term contracts with large seat volumes. We consistently achieve the greatest savings here.
Tier 3 Specialists
Niche tools and departmental software where you have little comparison material yourself.
Frequently Asked Questions
How much can I save?
It varies by contract and supplier. On average, we see 10–20% savings in year one, often more on contracts that haven’t been reviewed in a while. After the initial analysis, we provide a realistic estimate.
What does it cost?
We work on a performance-fee basis: you pay a percentage of the actual savings. No savings, no fee. Specific terms are agreed in advance.
When should I engage you?
As early as possible. Ideally 3–6 months before renewal — that gives the best negotiating position. But we can also help last-minute, albeit with less room for manoeuvre.
Do I conduct the talks myself or do you?
You decide. We can take over the entire process or act as advisers in the background while you conduct the talks yourself. Many clients prefer a hybrid approach: we prepare, they speak.
How do you handle confidentiality?
We always sign an NDA before starting. Contract information is stored encrypted and not shared with other clients or parties.
Contract Ending Soon?
Send us the contract and we’ll provide a first estimate of the saving potential within 24 hours. No obligation and under NDA.