Free online education from the leading it-finance advisors in the Nordics

A great opportunity to learn something new

In the week following Easter, Zangenberg Analytics provides four one hour training sessions on central topics of importance to professionals working with outsourcing, it-contracts and it-negotiations. Make better use of your time while working from home by joining these courses and gaining new insights.

This is an interactive format with a presentation in English followed by a Q/A session. As a participant you are required to register in advance. To ensure GDPR compliance we will need your consent to allow for other participants to be able to see your name and email during the session, as we are making use of Microsoft Teams. Our webcasts will be running from 10am to 11am daily. Please register by sending an email to Marianne Vang Kreim at stating which webcasts you wish to participate in, as well as your GDPR consent. You will subsequently receive an invitation with a weblink

Program – week 16


Tuesday: Negotiating complex it-deals 101

Henrik Zangenberg is one of the most experienced it-negotiation experts in the Nordic region. During this webcast he will go through the major elements of a negotiation strategy for it-contract deal-making. You will learn basic negotiation theory and we will be focusing on all of the elements that are unique to the world of it-negotiation. We will provide you with a template for a negotiation strategy and share experiences from interesting real-life cases – Don´t miss this opportunity to improve your negotiation skills.

Wednesday: Negotiating complex it-deals – four negotiation types

We will deep-dive into four specific types of it-negotiations: The IT-Operations contract, The Application Maintenance contract, The Software Licensing contract and the Application Development contract. Henrik Zangenberg will take you through the focus areas of each negotiation type, and he will show the typical customer and vendor interests – where do they differ and where do they align? What are the typical game-changers when it comes to these negotiation types? What are the innovative options you can make use of to  get a better deal?

Thursday: Introduction to benchmarking – When and How?

An introduction to classic peer-group benchmarking and the more modern unit-price approach. We will take a closer look at the benchmarking of IT-Operations Outsourcing contracts, Application Maintenance contracts and of Software Licensing agreements. We will give examples from real-life benchmarks in the Scandinavian region and show the achieved savings. We will cover the use of benchmarking-clauses in agreements and also look at index-arrangements.

Friday: Cost Out – How to save money on IT in challenging times

Many of our clients are looking into major cost-out initiatives across the entire organization, and more will do so during this crisis. During this webcast we will go through the it-portfolio and show you where the savings typically are to be found. How much time should you set aside for this? Learn about the HAFNIA-approach where you start off by hypothesizing on the potential benefits, then analyze the portfolio using a benchmarking contract health-check,  zoom in and focus on the major contributors and negotiate new deals, implement short term changes in your organization and adapt to changes in the environment.


Dato og tid:

14. april, 2020 10:00 - 11:00