Software Procurement Masterclass

A 1-day Training Course for Procurement Professionals in large organisations on the complexities of big ticket software procurement.

Date: Thursday, 28th September 2023, 09:30am to 16:00pm
Venue: The Glasshouses, Frascati Hall, Sweetman’s Avenue, Blackrock, Co. Dublin A94 F9N7
Price: €695 per attendee

Note: This event will be limited to 8 attendees

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About this event

A 1-day Masterclass on Software Procurement for Large Organisations

It is estimated that global Enterprise Software spend in 2023 will be over $900bn and software spend accounts for up to 15% of IT organisation annual budgets.

The value to be gleaned through effective negotiation of software deals is significant and, accordingly, software procurement skills are in high demand across large enterprises.   This course provides a solid grounding in the essentials of the software category and will deliver significant value to attendees and their organisations.

The training course covers big ticket software procurement topics, including:

  • Typical enterprise software licensing and support agreements for major software vendors… and the risks and potential high costs of non-compliance
  • SaaS versus On-Premises software regimes and how they fundamentally differ
  • Large software project delivery challenges for IT organisations (Waterfall and Agile) and  techniques to maintain supplier focus and keep implementation projects on track and within budget
  • Third party support options and the large value opportunity that is left untouched in many large organisations
  • Using total cost of ownership (TCO) models to understand and validate the value before you close the deal
  • Supplier “gotchas” and “lock-in” – and how to recognise and plan for them in advance
  • Understanding and negotiating Service Level Agreements (SLAs) for software delivery and support
  • Tips for planning the software market engagement and negotiating big ticket software and services agreements
  • Reference to real-life business scenarios and negotiations

Event Details

Topics Covered

The training course will address the topics above. Questions and answers will be facilitated throughout the day, allowing attendees to raise questions about current or previous software procurement projects and/or software supplier engagements.

The course will appeal equally well to experienced practitioners and those Procurement professionals who may be new to the software category, providing an opportunity to learn from and avail of the experience of a practitioner who has spent many years negotiating and implementing enterprise software agreements with global software suppliers on behalf of  large enterprise clients.

The course handouts will consist of printed copies of the course slides and related commentary, checklists and other outputs. These will provide strong post-event “aide memoires” for recalling the course topics and contexts  associated with getting the best outcomes from engagement with the complex software supply market.

 A certificate of completion, listing the course description and topics covered, will be provided to all attendees on completion.

Please note that there will be coffee/tea on arrival, mid-morning and afternoon tea/coffee breaks and lunch will also be provided.


Ray Murphy

The Software Procurement Masterclass will be presented by Ray Murphy (FCIPS, FIMCA, B.Sc., MBA).

Ray is a vastly experienced consultant who has specialised in big ticket IT sourcing and negotiation with valued blue chip clients in banking, insurance, telecoms, IT, government and related sectors across the globe for over 30 years.

Ray is a Fellow of the Chartered Institute of Procurement and Supply and is a Fellow (and former board member and director) of the Institute of Management Consultants and Advisers.

He holds a degree in computer science from Trinity College Dublin, a Masters in Business Administration from University College Dublin and has an Advanced Diploma in Public Procurement Law from the Honorable Society of King’s Inns, Dublin.

Ray has published articles on big ticket software procurement in Supply Management Magazine (the official journal of the Chartered Institute of Procurement and Supply) and has spoken on this topic at national and international events.

Ray is based in Dublin and has training and consulting clients in Ireland, the UK and further afield. These include such organisations as Accenture, AIB, Ammeon, Aptiv, Aviva, Barclays,  Bombardier Aerospace, Bord na Mona, BT, Capgemini, Carphone Warehouse (UK), Central Bank of Ireland, CIE, Co-op Bank, CSSO, eir, Enterprise Ireland, Ernst & Young, FBD, Fenergo, Fexco, FRS, Heineken, IBTS, Irish Continental Group, KBS, LeasePlan, Liberty Insurance, Lloyds Banking Group, National Broadband Ireland, NatWest Group, Ocuco, Openet Telecom,  Pfizer, Reuters, Rockall Technologies, Royal Bank of Scotland, Royal London Insurance, Solartron Schlumberger,, Verizon, WorkVivo, Xiam.

Date and Venue

Date: Thursday, 28th September 2023, 9:30 to 16:00
Venue: The Glasshouses, Frascati Hall, Sweetman’s Avenue, Blackrock, Co. Dublin A94 F9N7


For those driving to Blackrock, parking is available at the DART station or in the Frascati or Blackrock Shopping Centres.  The Glasshouses is located opposite the Garda Station on Sweetman’s Avenue in Blackrock and is a 5 minutes walk from Blackrock DART Station. The number 4 and number 7 buses stop in Blackrock Village and the bus stops are less than 5 minutes walk from The Glasshouses.  


What our clients say about the Software Procurement Masterclass

Tomas Millar (CSE)

Verizon Services Ireland Limited

“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.”

Dan Ware, M.Sc., MCIPS

Procurement Consultant, the Co-op Group

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

Senior Procurement Manager

Lloyds Banking Group

“In 8 years at the Bank this is right up there as one of the best courses I have been on.”

Sharon Jones, MCIPS

IT Procurement Manager, Capgemini

“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.”

Ged King

Lloyd’s Banking Group

“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.”

Senior IT Services Buyer

Royal Bank of Scotland

“..covered all aspects of software procurement and I especially like the way it was linked back into negotiation  strategies.”

Register Your Interest

Software Procurement Masterclass

A 1-day Training Course for Procurement Professionals by Ray Murphy

€695 per attendee

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