White paper

The Vendor Tactics Field Guide

Every tactic you will meet at the table, named, with the counter beside it. The three ways increases are masked, the pressure plays, and per vendor mechanics across Salesforce, Microsoft, ServiceNow, Workday, Snowflake, Databricks, and more.

What is inside

• The three ways vendors mask an increase, and how to answer each
• The pressure and anchoring tactics, from end of quarter urgency to the fear sell
• Per vendor mechanics for the major platforms, kept distinct
• The contract counters that make a win hold for the next term

Pairs well with the AI Pricing Defense Guide and the SaaS Contract Terms Guide.