The median negotiated discount across 5,000 reference deals is 30% off list. See the corridor by deal size below, then place your own quote with the free instant benchmark.
No login. No file upload. Aggregates from anonymized reference agreements, never another customer's deal.
| Deal size (contract value) | Reference deals | 25th percentile | Median | 75th percentile |
|---|---|---|---|---|
| Under $250k | 1,852 | 16% | 22% | 29% |
| $250k to $1M | 1,499 | 24% | 30% | 37% |
| $1M to $5M | 1,649 | 31% | 38% | 45% |
Figures computed from the 5,000 anonymized reference agreements in the IBM Apptio (technology business management) dataset behind our in-app benchmarking tools. Aggregates only; cohorts too thin to publish are left out rather than estimated.
IBM Apptio deals in our reference book close at a median of 30% off list, with the middle half of deals landing between 22% and 38%. Deal size is the strongest single driver: agreements under $250,000 in contract value land a median of 22% off, while deals between $1 million and $5 million reach 38%.
Beyond deal size, portfolio bundling and a CloudHealth alternative are the levers.
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