[saasbuyer]

Gain-share models are inherently biased, because you make more money as you save more money. This also leads to conflict with vendors, since the incentives are tied solely to financial outcomes.

We took a different approach. We charge a fixed subscription fee and we negotiate towards the outcomes of our customers, not our own.

Our stance is that our customers are great negotiators, they just don't have the time or interest to do it. So, if they were on the phone for the negotiation, they'd be saying the same thing that we are saying.