Webinar Details
ISM-New Jersey: Exploring the SaaS-Hole: Getting the Most from Your Sales Rep
Many organizations didn’t plan to fall into a SaaS-Hole—but between rapid digital adoption, auto-renewals, bundled licenses, and opaque pricing models, it’s exactly where many find themselves today. In this episode of Supply Chain Information Flow, Brad Veech unpacks how SaaS buying dynamics really work—and how procurement and sourcing professionals can turn the tables by better understanding what motivates SaaS sales representatives. Hosted by David Johnson, this session brings candid insights and real-world examples to help teams regain leverage in SaaS negotiations. Attendees will explore: What the SaaS-Hole is, how companies end up there, and why it’s so hard to escape How SaaS sales rep compensation structures influence pricing, concessions, and flexibility What really matters most to sales reps during renewals, expansions, and negotiations Proven strategies to secure better concessions—beyond just price Real-life tactics you can apply immediately to renewals, contract resets, and vendor conversations Whether you’re managing renewals, consolidating platforms, or renegotiating long-standing SaaS agreements, this session will equip you with practical insights and actionable strategies to regain leverage—and get more value from every SaaS conversation.
Member Price: $0.00
Chapter Webinar
Date
Jan 22, 2026
Time
2 PM - 3 PM ET
Location
Additional Information
Presenters
David is recognized for delivering multi-million-dollar savings, building global high-performing teams, and integrating AI-driven strategies into sourcing operations. He combines procurement discipline, digital transformation expertise, and industry leadership to help organizations align cost optimization, risk management, and innovation. Currently serving as Senior Director of Global Sourcing – Software & Cybersecurity at News Corporate Services, David directs sourcing strategy across enterprise software and cybersecurity portfolios.
Wrote and published, The SaaS-Hole March 2025, Software: The Silent Killer of your Company’s Budget Dec. 2021
• Keynote Speaker at ProcureCon IT Sourcing July 2024, 2023, 2022
• Keynote Speaker at ProcureCon Indirect 2023, 2019
• Keynote Speaker at Global Sourcing Summit November 2019, 2022
• Negotiated multiple billion dollar technology deals.
• Designed global sourcing strategies for multiple Fortune 100 IT procurement departments.
• Highly skilled in strategy development, creating world-class teams, and cost reductions that have enabled company growth by leveraging people, process, and technology.
• Proven track record of improved business outcomes through the use of effective negotiations, supplier development, and partnerships.
I have over 25 years of IT Sourcing experience in multiple industries: Big Box Retail, Manufacturing, Printing, Medical, Aerospace and Defense. I have been responsible for creating and leading world-class technology Sourcing teams with experts that deliver cost savings, lower risk, and improved processes to each project and client - always focusing on creating the best strategies possible to meet customers' desired outcomes. I have built several Technology, Indirect, and Direct sourcing teams by recruiting the best possible talent, building procurement/sourcing processes, and creating teams that exceed expectations. Through the years, I have always maintained ownership of a few supplier relationships and negotiated thousands of IT (Perpetual license, ULA’s, SaaS, Hardware, Telcom and Professional Service) Agreements with Oracle, IBM, Microsoft, Apple, HP, Cisco, and many other suppliers, saving hundreds of millions of dollars.