Zylo

Single-year renewals vs multi-year agreements, the greatest debate in procurement today

SaaS suppliers are increasing prices at mind-boggling percentages on a spend category that’s already through the roof. That makes getting a favorable renewal feel like a losing scenario. But according to procurement pro and SaaS negotiator Dylan Margonari, there are ways to find a win. In this episode, Margonari delves into how to prepare for your upcoming renewals, the big gotchas in SaaS contracts, and tactics to mitigate the one-two punch of those steep price increases.Key Takeaways<ul><li>[00:00&nbsp;-&nbsp;02:20] Introducing Dylan Margonari</li><li>[02:25&nbsp;-&nbsp;03:15] From hockey to procurement</li><li>[03:15&nbsp;-&nbsp;04:12] Dylan's passion for helping customers on their SaaS journeys</li><li>[04:13&nbsp;-&nbsp;06:35] What makes SaaS renewals challenging, from Dylan's perspective and experience in procurement</li><li>[06:35&nbsp;-&nbsp;08:54] Data is a gold mine in procurement, utilization metrics and beyond</li><li>[08:54&nbsp;-&nbsp;10:31] Executive buy-in for standardizing tools</li><li>[10:32&nbsp;-&nbsp;14:46] The 'gotchas' of renewals</li><li>[14:47&nbsp;-&nbsp;16:18] Single-year renewals vs multi-year agreements, the greatest debate in procurement today</li><li>[16:23&nbsp;-&nbsp;19:08] How Dylan partners with customers to think about and define success</li><li>[19:15&nbsp;-&nbsp;22:23] The changing landscape of the market and how it is impacting procurement</li><li>[23:22&nbsp;-&nbsp;26:12] Executing great negotiation that drivers a good partnership, considerations for headcount</li><li>[26:13&nbsp;-&nbsp;27:41] Ghosting, leaving a vendor without response and calling it quits</li><li>[27:58&nbsp;-&nbsp;29:05] The most underrated negotiation tactic</li><li>[29:05&nbsp;-&nbsp;30:48] Price increases, partnership approaches</li><li>[30:48&nbsp;-&nbsp;33:01] New scenarios in renewals and negotiations, new pricing models and timing with negotiations</li><li>[33:02&nbsp;-&nbsp;36:04] Getting a budget approval, supporting people through renewal processes is a team effort</li><li>[36:03&nbsp;-&nbsp;38:55] Looking for partnerships and relationships built on credibility and expertise</li><li>[38:55&nbsp;-&nbsp;40:19] Align with your executive team, the one thing procurement leaders can start doing today</li><li>[40:22&nbsp;-&nbsp;42:19] Rapid fire &amp; Closing</li></ul>

Dylan Margonari

Sr. SaaS Services Manager at Zylo

In this episode, learn how to prepare for upcoming renewals, the big gotchas in SaaS contracts, and tactics to mitigate the one-two punch of steep price increases.


Dylan Margonari: How to Win at Renewals Amid Skyrocketing SaaS Costs

How to Win at Renewals Amid Skyrocketing SaaS Costs with Dylan Margonari

SaaS suppliers are increasing prices at mind-boggling percentages on a spend category that’s already through the roof. That makes getting a favorable renewal feel like a losing scenario. But according to procurement pro and SaaS negotiator Dylan Margonari, there are ways to find a win. In this episode, Margonari delves into how to prepare for your upcoming renewals, the big gotchas in SaaS contracts, and tactics to mitigate the one-two punch of those steep price increases.


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SaaS has taken over the world – and your organization. Skyrocketing innovation. Empowering workforces. Embracing flexibility. The future of software is here. But with it comes new challenges.SaaSMe Unfiltered brings you uncensored, real-life advice on what it takes to conquer SaaS management and optimization. For the IT, software asset management, and procurement professionals knee-deep in SaaS every single day. SaaS superheroes just like you.SaaSMe Anything brings clarity to the chaos of SaaS, where Zylo Co-founder Ben Pippenger breaks down your burning questions about SaaS and how to manage it.Brought to you weekly by Zylo, the industry leader in SaaS Management and experts that help organizations of all sizes manage, measure, and maximize the value of their SaaS.For free resources to help you on your SaaS management journey, visit <a href="https://zylo.com/" rel="noopener noreferrer" target="_blank">zylo.com</a>.