1-Day or 2-DAY COURSE (NOW AVAILABLE AS AN ONLINE COURSE)

Software Procurement Masterclass

Our Software Procurement Masterclass has been delivered to such organisations as Barclays, Capgemini, Aviva, Lloyds Banking Group, Verizon, BT, Office of Government Procurement, Bombardier Aerospace, Aviva, Heineken and many other organisations – and always to strong acclaim. The value in this training is considerable, whether as a refresher for experienced software procurement professionals or as a means of upskilling other procurement specialists who may be transitioning to the complex software category.

Here are some interesting facts to note ….

  • Global software spend is growing consistently year-on-year (according to Gartner Group*, it is estimated to grow 10.9% between 2021 and 2022 to $557bn)
  • Software spend is now running at c. 15% of IT Department budgets
  • An investment in our Software Procurement Masterclass training can deliver a very significant return on that investment on every subsequent software procurement project in terms of reduced cost, reduced risk and better value outcomes from your software negotiations

*Source: Gartner Group, January 2021

Some topics covered in this training

Introduction to the Software Category and the issues at play in software and related services procurement

Understanding the Complex web of Licensing and  Support, On-premises and Cloud-based Software Development and Systems Integration Models

Software commercials, including on-premises and SaaS pricing models, software support regimes, software development and integration and outsourced software development and delivery

Understanding the linkages between contract, commercials and software delivery (under Agile or traditional Waterfall regimes) and how vendors seed their contracts with ‘gotchas’ and lock-ins

Managing the go-to-market process, evaluation and selection tools and positioning the contracts dialogue

Negotiating the deal – building the negotiation strategy and executing it – all geared towards delivering better value outcomes that will stand the test of time

What our Clients have said about our Software Procurement Masterclass

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“I learned more in one day than on 3-day training courses I had previously attended.”

Senior BuyerBT
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“I would recommend this course to anyone involved in software procurement.”

Dan Ware, M.Sc.MCIPS, Co-op Banking Group
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“Many thanks for the excellent training supplied earlier in June. I wanted to see if you could deliver the same 2 day course to our Americas team …”

John Raingerformer CEO, Openet Telecom
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“The delivery of the course was excellent, both in the content that was shared and the way in which Ray presented to the group, encouraging group discussions and making the day not only useful in gaining knowledge but a thoroughly enjoyable day also.”

Sharon Jones, MCIPSIT Procurement Manager, Capgemini
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“Ray has conducted a number of training sessions for the Capgemini Global Procurement function over the years. The knowledge Ray has around the software subcategory is the best I have experienced. His insights, in-depth understanding of the market and its engagement and real life negotiation examples means content-rich material. The training sessions had a significant positive impact on the team's continuing professional development.”

Glenn ComptonEuropean Category Director, IT and Telecoms, Capgemini
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“By far the best and most relevant course I've sat since joining Verizon; The mix of best practice and tips gained from a career of working on software and services negotiation was excellent; everyone in VSIL should sit this.”

Tomas Millar (CSE)Verizon
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“The best aspect was the knowledge and first-hand experience of the presenter. A very detailed and well-presented course.”

IT Procurement ManagerBritish Airways
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“The course covered all aspects of software procurement and I especially like the way it was linked back into negotiation strategies.”

Senior IT Services BuyerRoyal Bank of Scotland
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“The course covered all aspects of software procurement and I especially like the way it was linked back into negotiation strategies.”

Senior IT Services BuyerRoyal Bank of Scotland

“Ray demonstrated deep knowledge and experience of the topic , his expertise in the subject matter came through all day. The presentation, content and course materials were excellent and well received. We look forward to applying our new knowledge and best practice tools in the workplace.”

Mary FennellyProcurement Portfolio Manager for ICT, Office of Government Procurement
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“I found the course to be pitched at exactly the right level. There were a couple of key points of particular value which in their own right justify the time and cost for the course as they should directly have a positive impact on revenue. In particular I found value in the contract deconstruction, how to counter the professional buyer's objections and understanding the buyer's drivers.”

Lance GourlayCorporate Accounts Director, CR2

“Thank you again for a brilliant course; there has been nothing but positivity from any attendee I have spoken to since.”

Richard LimkinHead of Projects Delivery, Core International
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“The best practice software procurement course was particularly valuable in that it covered a broad breadth of relevant content. I will certainly be rolling out some of the best practice tools.”

Mike Gurr, Head of ProcurementBT Procurement and Supply Chain
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“I am far better equipped to negotiate and get better deals for the company. In a nutshell, the training was also a huge eye opener - I hope you have not trained any of my potential customers!”

Corporate Sales ExecuteEMEA, Misys
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“I thought Ray was absolutely brilliant, a great presenter, good stories to back up his points, the atmosphere was good so everyone felt comfortable asking questions and chipping in.”

SarahLloyd's Banking Group
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“Good 2 days - and with 40 years I have been to quite a few training days! this would easily be top 3 in terms of value and time well spent.”

GedLloyd's Banking Group
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“Overall an outstanding 2 days, especially with the wealth of knowledge passed on.”

JavedLloyd's Banking Group
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“Format was spot on and Ray’s style and incredible level of experience really enabled an enjoyable session.”

JonnyLloyd's Banking Group

Enquire now

We look forward to hearing from you.