Know how the big providers solution and price an application-modernisation deal
For buyers and challengers who want to see the leaders’ playbook before the next modernisation deal.
- Engagement type
- Team Pod
- Experts
- 2 experts
- Hours
- ~30
- Duration
- 2 weeks
What the client needed
A firm needed to understand how two cohorts of providers — the established leaders and the challengers — solution, price and negotiate application-modernisation deals: buyer selection criteria and how AI has changed them, productivity accelerators, pyramid and shoring, outcome-based and gainshare models, contract flexibility, and the use of co-creation workshops.
The brief
The questions on the table
As the client wrote them, lightly shortened. Client and respondents are not named.
- Q1
What are buyers’ objectives and selection criteria, and how have they moved in 12–18 months because of AI?
- Q2
What solution strategy does each cohort adopt — accelerators, pyramid, shoring, estimation, phasing, operating model?
- Q3
What pricing strategy — positioning, outcome-based models, gainshare?
- Q4
What negotiation and value themes — contract flexibility, AI value proposition, financial engineering — and how often do co-creation workshops happen?
The hours
What the work involved
- 01
Two cohorts defined
Leaders and challengers, from the client’s peer set.
- 02
Expert consults
Solution architects and large-deal leaders who have worked at several firms in the peer set.
- 03
Synthesis by cohort
Solution, pricing and negotiation side by side, with where the cohorts converge.
Deliverables
What the client received
- Solution strategy by cohortAccelerators, pyramid, shoring, estimation, phasing.
- Pricing strategy by cohortPositioning, outcome-based and gainshare models.
- Negotiation and value-proposition playbookIncluding AI and financial engineering.
- Where the two cohorts convergeAutomation, AI, operating model.
- Consultation notesDe-identified.
The terms
What an engagement like this costs
You buy hours in blocks and can change the expert at the end of any block, at no extra cost. Longer projects run in stages: pause after a block, pick up the next stage when you are ready.
- Rate band
- $65–$250 /hr
- Senior specialists can be up to $500
- Hour blocks
- 1 · 2 · 5 · 10 · 20 · 50 · custom
- This engagement
- Team Pod · ~30 hours · 2 weeks
More in IT services
Preparing a modernisation deal?
Describe what you needFor example: “We are going to market with an application-modernisation RFP and want to know how the leaders will solution and price it.”
We aim to come back with matched experts within 24 to 72 hours.