Sourcing in practice | Session 10
Seat Counts Are the Negotiation
The series finale. The seat count is the price, so it is a negotiation: entitlement, deployment, and consumption put side by side, the invoices read against your own rates, the unused seats surfaced and priced across the estate, and a written rightsizing case a business owner can sign. With briefings from the advisory desk. Recorded August 2026.
AI presenters The analysts delivering this session are AI generated. The research, the figures and the recommendations behind them are our own.
The first two minutes play for everyone. The full session is available on request with a work email.
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What this session covers Seat counts are the negotiation everybody has and nobody calls a negotiation, because it hides as an administrative detail: how many licenses do we have. The truth is the number of seats is the price, and most organizations are paying, right now, for software nobody has opened in months.
Live on the sample workspace, the invoices are read against your own contracted rates and entitlements, every line given a verdict; the estate's savings are surfaced and ranked by what each one is worth a year; and the whole thing is turned into a software portfolio review, a written rightsizing case with each opportunity priced, owned, and dated.
Between the live segments, the advisory desk cuts in with short recorded briefings: how shelfware accumulates and why vendors price growth you already paid for, the sequence that reclaims the money without a fight, the ratchet and minimum clauses that make shelfware permanent, and the week to run before your next renewal.
Agenda
- 0:00Countdown
- 0:30Welcome: paying list for software nobody opens
- 2:35Advisory desk: how shelfware accumulates
- 4:03Live: invoices read against entitlements
- 5:32What the paper says
- 6:42Advisory desk: reclaiming before renewal
- 8:25Live: the savings, priced across the estate
- 9:58The rightsizing ladder
- 10:55Advisory desk: ratchets and minimums
- 12:29Live: the written rightsizing case
- 14:28Advisory desk: your week
- 15:56Your next step
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