Transparency: the Sharpest Tool in Vendor Negotiations

Most vendor negotiations start with secrecy, holding back budgets, hiding roadmaps, and waiting for the discount dance. But the strongest deals don’t come from playing poker. They come from transparency. When you share your timelines, growth plans, and future needs, vendors can pull levers like time, volume, ramps, and marketplace credits to structure smarter, more equitable deals. Transparency isn’t just the best policy, it’s the strategy that wins.