From Business Case to Signed Contract, a Xurrent and XTIVIA Webinar

You already know something's off. Getting to "signed" is the hard part.

The budget gets approved. Then the real questions start. Finance wants proof the numbers hold after go-live. The evaluation turns into a feature checklist. The demo looks great because it was built to look great. And somewhere in legal review, momentum just stops.

None of that is a pitch problem. It's a process problem. This session walks through the process, stage by stage, with people who've run it from the buyer's side and the vendor's side.
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What you'll learn

Three stages where ITSM deals stall, and how to get through each one

Stage 1. The business case

• Build a case with a framework that survives implementation, not just the budget meeting
• Tie every number to an outcome your CFO can check after go-live

Stage 2. The evaluation

• Spot the four classic traps. Feature-checklist scoring, demo-driven decisions, underweighted support, and underestimated migration scope
• Test vendors against your messiest real scenarios and real data, not a polished sandbox

Stage 3. The contract

• Learn what's actually negotiable during contracting
• See why champions often become the bottleneck, and how to keep yours from stalling

Live Q&A

• Bring your hardest question. Practitioners who've built these cases and run these evaluations from both sides of the table will answer it live
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Companion resources and objections

The two resources are a bigger registration driver than the Zoom copy lets on. Buried in the last paragraph, they do nothing. Here they get their own block right after the agenda.
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Leave with the tools, not just the notes

• How to Build an IT Business Case. The same structure we walk through live, ready to fill in with your numbers
• Service Desk Manager’s Guide to IT Tool Evaluation. Every stage from shortlist to signature, including the traps and the negotiation points

Every registrant gets both, whether you attend live or not.

Objection handling