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Best Practices for Negotiating
IT / Software Agreements
Speaker: Jeff
Siegel, Mitigo Partners Principal
Learn the latest best practices for
improving savings and business terms on enterprise
software deals. During this session, you will receive
an outline and hear real-world examples of tactics
that can be used to improve the way your organization
negotiates software agreements. From new software
deals to renewals, learn what sourcing and contract
experts at the world’s largest organizations
are ensuring they have in place for software licensing,
support and maintenance, training and services, and
general issues. Additionally, find out what to look
for and how to access financial and strategic data
that affects the way top technology / software suppliers
negotiate deals.
 Speaker
Biography:
Jeff Siegel is the founder and principal of Mitigo
Partners responsible for both strategy and execution
of the company’s business plan. He is currently
taking an active role generating new business within
Global 2000 accounts, leading software negotiations
and acting as a liaison for the continued enhancement
of VendorVisionTM and VendorVaultTM product lines.
Prior to Mitigo Partners, Siegel served as Director
of Sales for Nuance (formerly ScanSoft) where he led
a North American team in charge of major accounts.
At Nuance, he was involved in the sales process and
price negotiations with many customers, including
FedEx Kinko’s, Liberty Mutual and Piper Rudnick
Gray Cary.
Before Nuance, Siegel spent eight years with Cardiff
Software (now Autonomy Group) where he was Vice President
of National Sales. In this role, he oversaw a key
account sales team responsible for handling enterprise
deals and contract negotiations with companies such
as Pfizer, Washington Mutual and SAIC. In earlier
roles, Siegel managed both domestic and international
sales teams that contributed 35% annual growth to
the company. He also led the initiative to sign up
Xerox as a strategic partner and negotiated a mutually
beneficial agreement between the companies.
Siegel started his career in sales and marketing
at Electronic Online Systems International. He holds
a B.A. in Business Economics from the University of
California, Santa Barbara. Siegel manages the business
from the San Diego office.
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