Shop Talk | Episode 5 of 10

A vendor benchmark page

Two colleagues, one feature, fifteen minutes. George hosts, Sofia brings ten years of sourcing. One vendor end to end: the discount curve by deal size, where your deal sits, and the levers with what each is worth. Recorded August 2026.

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

What this episode covers

Discounts move with deal size, so every comparison happens in your own weight class. The vendor page lays out the curve, places your deal in its band, and prices the levers.

Live: Workday end to end, the curve read properly, and the scenario dials that re-place the deal as you change term and size. Question two and three of the method, answered on one screen.

Chapters

0:00Welcome: one data point in the room
2:20How the page computes your placement
4:52Live: the Workday page end to end
7:42Live: reading the curve in your weight class
9:44Live: scenarios that re-place the deal
11:56Brainstorm: five ways to run one vendor page
14:20Real life: the renewal Sofia signed too fast
16:17Start tonight: three numbers off your own paper

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