Morten Andersen

Morten Andersen co-founded ITSM Negotiations in 2019 and has spent 20 years negotiating ITSM and enterprise software contracts from the buyer's side of the table. He works only for buyers, takes nothing from any vendor, and writes here on the levers, list-price mechanics and contract terms that decide who wins a renewal.

Experience

Across two decades and the engagements behind ITSM Negotiations, Morten has worked on new agreements, renewals and multi-module bundles spanning ServiceNow, BMC Helix, Jira Service Management, HaloITSM, Ivanti, Freshservice and the rest of the major platforms. As a firm we have negotiated more than $420M in ITSM contract value across 500-plus engagements, with a 30% average reduction. His focus is the part of a deal buyers usually concede by default: ramp schedules, True Forward caps, fulfiller and agent counts, and the clauses that protect a budget between renewals.

Areas of expertise

ITSM contract negotiation and renewal strategy, ServiceNow licensing and pricing, license right-sizing and shelfware reclamation, AI uplift containment, and running a credible competitive process without burning the incumbent relationship. He covers several of the platform desks and writes across the journal on the themes that move price.

How he works

Buyer-side, always. Every engagement runs through the same four steps the firm uses on every deal, Map, Benchmark, Leverage, Close, set out on the method page. The principle is simple: see the estate before the vendor does, ground the target in evidence, build real leverage and time the cycle, then lock the terms.

Read and connect

Morten's articles appear throughout the journal. The firm's approach and proof points are on the about page, how content is researched and reviewed is in our editorial standards, and you can connect with him on LinkedIn. To put a renewal in front of him, book a renewal review.