Negotiate IT

Helping New Zealand organisations buy technology on their terms — not the vendor's.
25 years on the other side of the table. Now we are on yours.

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Why It Matters
Trust · Excellence · Independence · Passion
The principles behind every engagement we take on
100%
Buyer-side only — no vendor partnerships, no commissions
🎯 Vendor Selection
Evaluations that surface the right fit — not just the loudest pitch
🤝 Contract Negotiation
Know every lever vendors pull — and how to flip them in your favour
🛡️ Buyer Advocacy
Pure buyer-side. No vendor partnerships, no commissions, no conflicts
About Negotiate IT

The Inside Edge.
Now Working for You.

Negotiate IT is a specialist buyer-side advisory practice built on over 25 years of direct experience from the other side of the technology deal table. Our advisory team has built and run the playbooks that vendors use to win deals — the pricing strategies, the urgency tactics, the relationship mapping, the discount structures that appear generous but aren't.

Here's what most buyers don't know: enterprise technology vendors train extensively for procurement conversations. They know your budget cycles, your internal pressures, and exactly how much flexibility they're hiding. Most organisations walk into these negotiations without anyone in the room who's been on the selling side of a deal this size.

Negotiate IT was built to fix that. We work exclusively with buyers — executives, procurement teams, and boards across New Zealand's banking, financial services, corporate, and government sectors — to level the field.

Whether you're selecting a major platform, renewing a contract, or running a competitive Request for Proposal, We help you make better decisions, faster, and at significantly better commercial terms.

25+
Years of vendor-side enterprise technology experience in New Zealand — banks, corporates, government
Zero
Vendor relationships, referral fees or conflicts of interest — complete independence on every engagement
15+
Years in consulting & professional services complex sales and delivery
10+
Years in senior leadership and executive positions across New Zealand and Asia Pacific
How We Help

Six Ways We Put
Buyers Back in Control

🔍
Vendor Selection & Request for Proposal Advisory
Structure your evaluation to compare vendors fairly, ask the questions they don't want to answer, and identify the gaps between what's pitched and what's delivered. We help you build a process that protects you from the start.
💬
Contract & Commercial Negotiation
Coach your team or lead negotiations directly. We know the real margin, the actual discount authority, and the concessions vendors hold back until the last moment. That knowledge shifts the balance immediately.
🔄
Renewal & Renegotiation
Renewal time is when vendors recapture margin they lost at signing. We help you use it as leverage instead — with data, credible alternatives, and a walk-away position that vendors take seriously.
🗺️
Technology Strategy & Market Navigation
Understand the vendor landscape before you engage it. We provide honest market perspective, free from the conflicts of interest that plague most advisory relationships in the technology sector.
📋
Technology Strategy & Vendor Landscape Review
An independent review of your current technology vendor arrangements against strategic objectives. Identifies misalignment, commercial risk, and rationalisation opportunities — without the conflicts that affect most advisory relationships.
🚪
Vendor Exit Strategy & Transition Advisory
Planning and executing structured exits from incumbent technology vendors. Covers contractual exit rights, transition obligations, holdback tactics vendors use, and negotiating exit terms that protect your organisation.
Our Advisory Track Record

Numbers That
Explain the Edge

The foundation of our advisory expertise
Delivered 236% of net new revenue as Country Manager — by knowing how to structure and close deals others couldn't
Led national sales at 144% of target — managing pricing strategy, partner channels, and enterprise deal architecture across New Zealand
Built and ran vendor-side playbooks across New Zealand banking, government, and large corporates for over a decade — the same playbooks buyers now face
Multiple industry & company awards — including Asia Pacific & Japan Partner of the Year, top-ranked customer satisfaction scores, and peer-recognised leadership across New Zealand and the region
Achieved 102–165% of quota in every measured year across six consecutive leadership roles — software, managed services, and consulting
★
Presidents Club 2025 — Regional Sales Manager, 160% revenue growth
★
Presidents Club 2019 & 2020 — Country Manager NZ, 236% net new revenue
★
Presidents Club 2011, 2012 & 2013 — Director Client Services, 218–246% net new
★
Multiple awards — Asia Pacific & Japan Partner of the Year, top customer satisfaction rankings, and peer-recognised leadership across New Zealand & the region
Who We Work With

If You're Buying Enterprise Technology,
We Work for You

Chief Information Officers & Chief Technology Officers
Technology leaders navigating major platform decisions or vendor consolidation
Chief Financial Officers & Finance Leaders
Executives needing commercial rigour and value validation on large tech spend
Procurement & Commercial Teams
Teams running Requests for Proposal, tenders, or renewals who need vendor-side intelligence
Chief Executive Officers & Boards
Leaders seeking independent assurance on major technology investment decisions
New Zealand Banking & Financial Services
Major banks and financial institutions — a core market across my entire career
Large Corporates
Organisations making high-value, complex technology commitments
Small-to-Medium Business & Mid-Market
Growing businesses punching above their weight in enterprise vendor negotiations
New Zealand Government & Crown Entities
Public sector organisations navigating complex procurement frameworks
Private Equity Portfolio Companies
Private Equity-backed businesses optimising technology costs and vendor contracts post-acquisition

Thinking About a Major Vendor Decision?

A 30-minute conversation costs nothing. Walking into a negotiation without the right expertise on your side can cost significantly more. Let's talk.

lachlan@negotiateit.co.nz +64 21 772 992