Many organizations didn’t plan to fall into a SaaS-Hole—but between rapid digital adoption, auto-renewals, bundled licenses, and opaque pricing models, it’s exactly where many find themselves today. In this episode of Supply Chain Information Flow, Brad Veech unpacks how SaaS buying dynamics really work—and how procurement and sourcing professionals can turn the tables by better understanding what motivates SaaS sales representatives. Hosted by David Johnson, this session brings candid insights and real-world examples to help teams regain leverage in SaaS negotiations. Attendees will explore: What the SaaS-Hole is, how companies end up there, and why it’s so hard to escape How SaaS sales rep compensation structures influence pricing, concessions, and flexibility What really matters most to sales reps during renewals, expansions, and negotiations Proven strategies to secure better concessions—beyond just price Real-life tactics you can apply immediately to renewals, contract resets, and vendor conversations Whether you’re managing renewals, consolidating platforms, or renegotiating long-standing SaaS agreements, this session will equip you with practical insights and actionable strategies to regain leverage—and get more value from every SaaS conversation.