Case study · Security stack ยท Renewal
Used a credible competitive evaluation to halve a security renewal.
−41% cut from the renewal. Anonymized, verified against the signed deal.
The situation
A technology firm received a steep security renewal driven by a fear based upsell: new modules positioned as essential, priced on risk rather than value, with no evidence the firm needed them.
What we did
- Ran a credible competitive evaluation, real vendors, real scoping calls, so the alternative was believable at the table.
- Demanded proof of value on every new module before it could enter the renewal scope.
- Held the incumbent to a like for like comparison against the evaluated alternative.
The outcome
The vendor renewal was cut by 41 percent, and a 60 day exit clause was added so the leverage survives into the next cycle.
Every case study on this site is anonymized to protect the client and the deal, and every figure is verified against the signed contract, not the forecast. Read more about how an engagement runs or see the matching service: SaaS Renewal Negotiation.
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