Case Studies · Anonymised · Software Licensing & Cost Optimisation
How Dante Deo turned a global mining major's industrial analytics licence renewal, priced for the business it used to be, into a 66% cost reduction, without touching a single operating site.
Reduction vs. original list price
Cut in datasource connections
Sites retained, zero disruption
A global diversified mining major. Having divested more than 80% of its site footprint, it retained its seven largest, highest-value operations, representing roughly half of the group's production value.
The client's industrial analytics software renewal was priced for the business it used to be. Despite shedding 80% of its sites, the quote implied per-site costs more than doubling, in some cases tripling, because the retained sites had always carried the bulk of platform usage.
The vendor's initial proposal reached $1.9M/yr. The client's own team negotiated flat pricing at $1.4M before Dante Deo was engaged; still a steep real increase per site, and well outside what leadership had budgeted for a business that had just shed most of its footprint.
“Most renewal negotiations treat the contract as the thing being negotiated. The contract is only a description of how something is used. Change the usage, and you change what there is left to negotiate.”
— Dante Deo, on the engagement
Round 1: Commercial leverage, positioning the client as a long-term strategic partner and using the vendor's own roadmap, brought the price to $1.1M; real progress, still not viable. Round 2: Renegotiating the footprint, mapping the connection architecture revealed duplicate data pathways, cutting required connections by ~70%; a parallel review found misdirected user licences that cheaper, already-owned in-house tools could replace just as well. Dante Deo brought the vendor a smaller, cleaner, genuinely-required footprint, and negotiated from there. The final three-year agreement totals approximately $2.1M, with monitored-condition costs eliminated entirely and all seven retained sites preserved in full.
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