Posture beats price on a Broadcom renewal.

The quote that lands in your inbox is a position, not a price. It assumes you will not check the entitlement base it is built on. It assumes the core minimum is the number you will fight. It assumes you have nowhere else to go inside the window. None of those assumptions has to be true. Most renewals we work on cut between 35 and 68 percent off the opening quote, and the number that decides the cut is almost never the discount column.

We start the engagement before the seller wants us to. The first two weeks are quote validation against benchmark and against your actual deployment data. The next two weeks are contract structure work, ramp protection, multi year mechanics, exit clauses, true up bands, mid term consumption protection. Week five is posture. We tell you what the deal needs to look like from the buyer side and what to do if the seller will not get there. Weeks six through eight are the conversation itself, run on the structure we built, not on the structure the seller proposed.

Two things change the work materially. The first is independence. We earn nothing on what gets sold. That removes every soft incentive to land the deal at a higher number, and it removes the seller's standard counter that we have a Broadcom relationship to protect. We do not. The second is depth. We work only on these contracts. The concession bands we see across 14 live engagements this quarter inform what we tell you is achievable. Not industry rumour. Signed contract data, verified.

Read the case below for one example of how this works on a $42M VCF renewal. Read the field notes for the patterns we are seeing on quotes that land this quarter. Then write to us, before the quote becomes a position.