Broadcom negotiates differently now.
The old VMware deal motion — discounted ELAs, multi-year commits, generous true-up windows — is gone. The post-acquisition motion is subscription-only, bundle-first, and built around VCF as the conversion product. Account executives have less discretion than they used to. Deal exceptions move slowly. The standard public list pricing is the opening position and it will not move without a coherent buyer-side challenge.
That challenge has to come from facts about your estate, your contractual leverage, and credible alternatives. Generic procurement playbooks do not produce it.
Where we add most leverage.
The largest swings happen in three places: post-audit settlements where the claim itself is the leverage; VCF subscription conversions where the customer's perpetual entitlement is the leverage; and renewal negotiations where credible migration alternatives are the leverage. We run all three.
In every case the structure is the same. We build the buyer position on evidence — contractual, technical, and commercial — and we negotiate it through every layer of Broadcom's approval stack until the right counter-signature appears on the order form.