CONTRACT CONSULTING WITH BOTTOM LINE RESULTS BUYER BEWARE The software footprint at this Fortune 100 manufacturing company complicated preparation for contract renewal negotiations with IBM. Furthermore, Finance, Procurement and IT needed to quantify the impact of the new core based license metric. Recent IBM acquisitions, product migrations and changes to maintenance added even more complexity. In past negotiations, IBM provided deployment and entitlement data and “recommended” quantities and software titles for the contract renewal. But, there was a reluctance to rely on the vendor for this important information. Faced with a multimillion dollar renewal, the IT and Finance teams felt that an outside expert would help them get the best possible deal. Even a twenty percent reductio

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