A field tested negotiation framework for Oracle third party support contracts. The 12 clauses that decide the five year saving, the leverage sources, and the sequencing that keeps the buyer in control of the table.
What You Will Learn
Six outcomes the 36 page paper delivers
The 12 clause negotiation map. Every clause beyond headline price that materially shapes the five year outcome. Why each matters and how to negotiate it.
The four leverage sources. Where buyer leverage actually comes from, how to build it before the table, and the timing windows when it peaks.
The Oracle renewal as a negotiation asset. How to run the TPS negotiation in parallel with the Oracle renewal to compound leverage on both sides.
The seven concession patterns. What TPS vendors typically concede first, what they hold longest, and the order of operations that maximises buyer take.
The opening offer playbook. What a credible opening counter looks like, how far below list to ask, and how to defend the position.
Three real negotiations annotated. A retailer, a bank and a manufacturer. Opening price, closing price, the clauses that moved.
Table of Contents
Seven chapters across 36 pages
01
The Four Sources of Buyer Leverage
Where leverage actually comes from and when it peaks across the cycle
02
The 12 Clause Negotiation Map
Every clause beyond price that shapes the five year outcome
03
The Oracle Renewal Asset
Running the TPS and Oracle conversations in parallel
04
The Opening Offer Playbook
Where to open the counter, how to anchor, how to defend
05
Concession Order and Pacing
What vendors concede first, what they hold longest, the sequencing
06
The Closing Sequence
Final 10 days. What gets resolved, what gets traded, what gets dropped
07
Three Annotated Negotiations
Retailer, bank, manufacturer. Real numbers, real clauses, real outcomes
Who It Is For
Four roles get the most value
Head of Procurement
Software procurement leaders running the contract negotiation and chairing the commercial review.
Commercial Lead
Internal commercial counsel and contract managers owning the redlines and the term sheet.
CFO and Finance
Owners of the five year savings model and the price protection clauses inside the TPS contract.
CIO and IT Director
Executive sponsors authorising final terms and closing the negotiation alongside procurement.
"The opening price was already a 47 percent saving against Oracle. We took it to 57 percent by working the twelve clauses, not the headline number. The headline number was the easy part."