THE CHALLENGE

Over thousands of client deal engagements, ClearEdge has observed that Enterprise Sourcing teams are driven by strong negotiators, rigorous processes and proven tools such as the RFP – which excel in competitive situations such as new solution purchasing.

Unfortunately, these tried-and-true Sourcing processes break down as a business becomes more dependent on incumbent information technology (IT) solutions. These supplier dependencies drive a wedge between siloed IT and Sourcing teams and lead to significant pricing gaps.

The major IT suppliers use Strategic Selling methodologies to take advantage of this breakdown to mine critical information and context, eliminate uncertainty and win every deal before it hits the negotiation table. By leaking critical information, clients give away the inherent leverage they control on each new deal. Suppliers manage their deal approval processes precisely and carefully to deliver only concessions that are necessary to win and maintain your business.

For buyers, the greatest value is generated by properly managing leverage to engage with and take advantage of what these deal approval processes will allow. ClearEdge has devoted its business to helping clients improve their strategy and execution to capture more value for every dollar of IT spending.

© Copyright 2016 - ClearEdge Partners, Inc.

EXECUTIVE OVERVIEWMastering the Pricing Game™

OUR FOCUS

With a focus on Leverage Management, organizations are making enormous strides in closing these gaps and controlling negotiations through better alignment of internal teams, strong executive support, and a well-defined process for the vast majority of their spending with incumbent suppliers that cannot be competed through the RFP process or traditional sourcing methods. The results are clear: clients are freeing up millions of dollars from the status quo spending on legacy solutions and re-directing their IT investment to innovations to grow their business.

AWARENESS INSPECTION ALIGNMENT NEGOTIATION

Raise cross-functional understanding of supplier sales systems and deal-

making strategies.

Equip your team with the acumen and tools to inspect deals for value-

creation opportunity.

Develop leadership in driving the teamwork and focus necessary to create and preserve leverage.

Approach your strategic suppliers from a position

of strength, leading to win/win outcomes.

OUR PROGRAM

The ClearEdge program takes a three-pronged approach to maximizing the value our clients receive from their most strategic IT suppliers, combining deal-focused engagements with a mix of cross-functional education activities and client networking. Our senior advisors work directly with your team throughout the entire buying cycle. Together, we identify pricing gaps and savings opportunities, preserve maximum leverage, then develop short- and long-term action plans to capture targeted hard-dollar savings. ClearEdge services produced over $500 million in documented client saves over the past year.

Sales System Awareness

Deal Inspection Skill Sets

Leadership Development

Cross-Funcational Alignment

EDUCATION

National Client Summit

Regional Events

Knowledge Sharing

User Groups

PEER NETWORKING

Identify Pricing Gaps

Assess Leverage

Inspect for Opportunity

Develop Deal Plans

DEAL ACTIVITY

OS & VIRTUALIZATION PROFESSIONAL SERVICES HARDWARE NETWORK

APPLICATION SOFTWARE BACKUP & SECURITY OUTSOURCING & OFFSHORE STORAGE

BUSINESS INTELLIGENCE SYSTEM & SERVER MGMT MAINFRAME SOLUTIONSMIDDLEWARE & DATABASE

IT SOLUTION PRACTICES AND MAJOR SUPPLIERS

ClearEdge maintains 12 IT practices, which provide senior deal-making leadership in the key IT solution categories, coupled with targeted vendor intelligence on key deal-making and pricing influences.

© Copyright 2016 - ClearEdge Partners, Inc.

ABOUT CLEAREDGE PARTNERS

Founded by senior sales executives from large IT suppliers, and informed by dynamic, real-time market engagement and analysis, ClearEdge helps clients build a Leverage Management System designed to drive out significant cost from their IT spending. ClearEdge Services go beyond-benchmarking. By raising awareness of supplier sales systems and negotiation strategies, we equip your team to inspect deals for savings opportunities and build strategies to capture the most value from your IT spend. ClearEdge clients develop leadership in driving the cross-functional alignment necessary to preserve leverage and approach negotiations with suppliers from a position of strength.

ClearEdge Partners, Inc. | 385 Elliot Street, Suite E, Newton Upper Falls, MA 02464 | 617.527.2022 | clearedgepartners.com