Adam Mansfield, Practice Leader at UpperEdge, shares a nuanced negotiation approach for SaaS vendors like Salesforce, Microsoft, and SAP. Instead of waiting until your requirements are fully defined, ask new reps or executives to present their tailored assessment of your utilization, product value, and upgrade opportunities—before you reveal your full plan. This tactic can uncover gaps, create leverage, and set the tone for more candid, productive negotiations.
