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

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

• [00:00 - 02:20] Introducing Dylan Margonari
• [02:25 - 03:15] From hockey to procurement
• [03:15 - 04:12] Dylan's passion for helping customers on their SaaS journeys
• [04:13 - 06:35] What makes SaaS renewals challenging, from Dylan's perspective and experience in procurement
• [06:35 - 08:54] Data is a gold mine in procurement, utilization metrics and beyond
• [08:54 - 10:31] Executive buy-in for standardizing tools
• [10:32 - 14:46] The 'gotchas' of renewals
• [14:47 - 16:18] Single-year renewals vs multi-year agreements, the greatest debate in procurement today
• [16:23 - 19:08] How Dylan partners with customers to think about and define success
• [19:15 - 22:23] The changing landscape of the market and how it is impacting procurement
• [23:22 - 26:12] Executing great negotiation that drivers a good partnership, considerations for headcount
• [26:13 - 27:41] Ghosting, leaving a vendor without response and calling it quits
• [27:58 - 29:05] The most underrated negotiation tactic
• [29:05 - 30:48] Price increases, partnership approaches
• [30:48 - 33:01] New scenarios in renewals and negotiations, new pricing models and timing with negotiations
• [33:02 - 36:04] Getting a budget approval, supporting people through renewal processes is a team effort
• [36:03 - 38:55] Looking for partnerships and relationships built on credibility and expertise
• [38:55 - 40:19] Align with your executive team, the one thing procurement leaders can start doing today
• [40:22 - 42:19] Rapid fire & Closing