Negotiation
Why most Software deals are not market competitive
Software vendors know exactly what a customer pays for a similar licence elsewhere. The buyer usually does not. This information gap costs Enterprise organisations up to tens of percent of their Software budget. SoftVaro helps you gain clarity on this.
Our approach: benchmark data and transparency
We have benchmark data from comparable Enterprise projects: what similar organisations pay, which discounts are realistic and where there is room to manoeuvre in each contract. With this knowledge, we enter into discussions with the Software vendor. You remain in the background or join in, whichever suits you.
Six reasons why Enterprise organisations engage SoftVaro
Six reasons why organisations choose SoftVaro instead of negotiating themselves or buying via a reseller.
Substantiated benchmark data
We know what comparable Enterprise organisations pay for the same licences. That is your starting point.
On your side of the table
We are transparent about how we earn and advise on what best suits your situation, even if it means we earn less.
You save time
We do the hard work, you decide. No endless email exchanges with Software vendors.
One fixed point of contact
SoftVaro acts as a single central point of contact for all your Software licence needs.
Complete transparency
Transparent about approach, substantiation and results. You see our methodology and outcomes per contract.
Proven results
An average 8–20% saving on Software renewals, often when contracts have not been renegotiated for a long time.
This is what a negotiation process looks like
Analysis of the current contract
You provide the contract or quote. We analyse the terms, prices and possible areas for improvement.
Benchmark against the market
We assess your contract against benchmark data from comparable Enterprise projects. You see where there is room to negotiate a new deal.
Strategy determination
Together we decide on the strategy: what the priorities are, which arguments to use, who conducts the discussions.
The negotiation
We take over the discussion with the Software vendor. You remain in the background or join in.
Final result
You receive a competitive contract with better terms. We immediately set the renewal date under our monitoring.
For which Software vendors do we negotiate?
From Tier 1 platforms to Tier 3 niche tools. Access to 10,000+ Software vendors.
Adobe, Autodesk
Major vendors with complex licence structures. Our benchmark data adds great value here.
VMware (Broadcom)
Licence conditions heavily changed since acquisition by Broadcom. Preparation is crucial here.
Atlassian, Zoom, Figma
Collaboration and productivity tools where cost per user quickly rises with scale growth.
Palo Alto, CrowdStrike
Endpoint protection and firewall vendors. Complex contracts, plenty of room for negotiation.
Microsoft
Advice on licence mix and conditions, alongside your existing Enterprise Agreement.
Tier 3 specialists
Niche tools and departmental software where you have little comparative data yourself.
Frequently Asked Questions
How much can I save?
This varies by contract and sector. On average, we achieve 8–20% savings, often more on contracts that have not been reviewed for a long time. After analysis, we provide you with a realistic estimate.
How does SoftVaro earn?
We start small. For your first request or renewal, we agree transparently in advance what SoftVaro earns. So you know beforehand what to expect, without any obligation afterwards. If the collaboration is satisfactory and grows, we agree together on terms fitting the size of your portfolio, such as an annual agreement or framework contract.
When should I engage SoftVaro?
As early as possible. Ideally 3 to 6 months before renewal, as this gives the Software vendor the best negotiating room. But we can also help last-minute, although the results will be less significant.
Do I conduct the discussions myself or does SoftVaro do that?
You decide. We can take over the entire process, or act as an advisor in the background whilst you conduct the discussions. Many clients choose a hybrid: we prepare, you sign.
How does SoftVaro handle confidentiality?
Contract information is stored confidentially and is not shared with other clients or parties.
Every collaboration starts with a single request.
A quote for your renewal or a new Software requirement. Or a review of an offer you already have. From your first request, you work with the same approach as our existing Enterprise clients: a fixed point of contact, response within 24 hours and full commitment of our network. Confidential and under NDA.