Sourcing in practice | Session 6

The AWS Commit You Can Actually Hit

Enterprise discount programs, and the year three where the growth curve was someone else’s forecast. A private pricing addendum worked live: the schedule priced against the trailing run rate, the shortfall exposure printed instead of hoped away, the rate placed against comparable programs, and the finance agenda written for the signature meeting. With briefings from the advisory desk. Recorded August 2026.

The first two minutes play for everyone. The full session is available on request with a work email.

What this session covers

The cloud deal almost everyone signs and almost nobody models. The discount is real, the mechanics are simple, and the risk lives in one number, the committed spend. This session prices a real commitment schedule against the run rate it is supposed to grow out of.

Live on the sample workspace, the private pricing addendum is dropped on the benchmarking desk and opens as a worked deal: the ramp read off the paper, the program rate placed against comparable commitments, the shortfall priced year by year if the trailing growth simply continues, and the asks written beside the clauses they fix.

Between the live segments, the advisory desk cuts in with short recorded briefings: how commitment programs are actually structured, the counting rules that decide what feeds the number, multicloud posture as leverage you never have to exercise, and the week to run before anyone signs.

Agenda