INSIGHTS
Renewals, negotiation, benchmarks, license utilization, and the operating rituals that keep finance, IT, and procurement aligned. Written for the person who keeps getting blindsided by renewals.
A login isn't a use; an active session isn't a value. Here's how to measure SaaS utilization correctly, and the 60-day rule we apply before recommending a seat cut.
Most SaaS contracts auto-renew on terms you wouldn't accept on a fresh signature. Here are the six clauses that quietly compound year over year, and the redlines we use.
Public SaaS pricing pages are aspirational. Here's what 200 mid-market companies actually paid in the last 12 months — and how to use a benchmark without burning your vendor relationship.
The SaaS your IT team doesn't know about almost always shows up first in the AP ledger. Finance is in a better position to find shadow IT than the team that's nominally responsible for it.
A good counter-offer is three asks, one paragraph of evidence, and a credible walk-away — written so the vendor's manager can approve it without a meeting. Here's the template.
You don't need a six-week consulting engagement to find the 20% of your SaaS stack that's leaking money. Here's the week-long audit we run with finance leads at 200-person companies.
Most SaaS renewals are lost in the last two weeks because the work that mattered should have started 90 days earlier. Here's the checklist we run for every contract.