Sector
Public Sector
A public sector body on a multi year Adobe ETLA, accountable for budget certainty to oversight that does not tolerate surprise increases or unbudgeted true up bills.
A buyer side engagement that reworked the terms of a public sector ETLA, removing true up exposure and capping the multi year uplift without increasing the committed spend.
Published June 1, 2026
A public sector body on a multi year Adobe ETLA, accountable for budget certainty to oversight that does not tolerate surprise increases or unbudgeted true up bills.
Adobe offered to renew the ETLA with the existing true up mechanism intact and an uncapped annual uplift, which left the body exposed to mid term charges and increases it could not forecast or defend.
We focused the negotiation on the mechanism that created unbudgeted exposure rather than only the headline price.
We negotiated a fixed ceiling on the annual increase across the full term for budget certainty.
We set the committed estate to genuine need so growth would not trigger a surprise charge.
We made sure the protections lived in the signed terms, not in a verbal assurance.
The body restructured its ETLA with the true up exposure removed and the multi year uplift capped at a fixed ceiling, achieving budget certainty without raising the committed spend. The terms were verified in the signed agreement against the prior contract.
Budget certainty mattered more to us than the headline rate. They wrote the protections into the contract itself.
We will target the true up exposure, cap the uplift, and make sure every protection lives in the signed terms.
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