Helping a leading African bank negotiate a R1bn+ deal with a global cloud provider

BSG supported a leading African bank with establishing a strategic cloud enterprise agreement and vendor partnership model, through structured delivery management and coordination of the negotiations and business case processes.

overview of the clients needs
  • Establishing a cloud partnership deal to enable a shift to cloud-based technology in support of the Bank’s cloud-first strategy
  • Ensure a mutually beneficial partnership agreement between the Bank and its cloud partner by negotiating and co-creating the strategic partnership model, and a deal construct that has commercial flexibility and agility 
  • Mitigate the risk of current enterprise agreements with its cloud partner due to expire in 2021
  • Manage the negotiation process and overall business case through effective delivery management structures and collaboration with key stakeholders to drive defined outcomes
  • Support the vendor negotiation process by providing a technical needs analysis, coordinating business requirements, and establishing a framework for effective negotiations
  • Provide business case and governance insights to ensure deal governance and approval readiness
  • A successfully negotiated partnership would result in accelerated cloud migration, collaborative product design and innovation, and a reciprocal commercial agreement
  • Benefits of the structured milestone-based delivery management approach ensured key negotiation and deal milestones were achieved
  • Critical thinking and effective delivery structure resulted in improved stakeholder buy-in and adherence to internal and external governance and regulatory obligations, effective deal negotiations and high-quality business case creation
Cloud Partnership Abridged

BSG supported the group-wide strategic cloud directive of a leading African bank by ensuring key legal and commercial outcomes were achieved and driving milestones through effective delivery management  

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