Their SaaS Bill Was Fine. Their Discount Wasn't.
How we cut software costs across multiple clients by sourcing through partner programmes, renegotiating stale contracts, and replacing an unresponsive reseller mid-contract.
At a Glance
The Problem
Most growing companies buy software direct from the vendor at list price, or through a large reseller whose discounts barely move. One VC-backed client came to us after their existing reseller had gone effectively unresponsive. Invoices were still arriving but support had dried up, renewals were rolling through on autopilot, and nobody was reviewing whether the licensing matched what the company actually needed.
What Was Actually Happening
Contracts were renewing at or near list price because nobody was negotiating them. The reseller relationship had become transactional: invoices in, silence out. Volume discounts were not being applied. Partner programme tiers that would have unlocked better pricing were not being used. The client had no visibility into whether they were on the right SKUs or whether the same product was available at a lower cost through a different distribution channel.
How We Fixed It
We source through the same partner programmes and distributor relationships the big resellers use. The difference is we pass the margin through instead of sitting on it. For this client, we replaced the existing reseller mid-contract, migrated subscriptions onto our partner accounts, and renegotiated where pricing was stale. Billing was consolidated onto a single monthly invoice on net-30 terms instead of a stack of annual prepays scattered across vendors.
When a client buys SentinelOne, 1Password, or Cloudflare through us, we deploy it too. The software arrives configured, pushed to endpoints, and documented. That is included in the procurement relationship, not scoped as a separate project.
The Result
Clients pay 15-30% less than list price, get a single point of contact for procurement and support, and stop losing weeks to vendor sales cycles. The VC-backed client went from chasing an unresponsive reseller to having their entire software estate billed, managed, and supported through one relationship. Three vendor transitions were managed without service interruption.
“We were paying list price on almost everything and couldn't get anyone on the phone to fix it. Now we just send one email and it's handled.”— Operations Lead (name withheld by request)
By the Numbers
This Might Sound Familiar
If you are buying software direct or through a reseller who takes a week to reply, you are probably paying more than you need to and getting less than you should. We use the same distributors the big vendors do. The difference is what happens after the invoice.
Learn more about our saas, licensing & vendor control servicesSentinelOne was sourced below list and deployed as part of our device management engagement.
Read that case studyYou'll talk to the engineer who does the work, not a sales team.