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  • June 11th, 1pm ET

Key Terms to Negotiate with Your AI Vendors: An Insider’s Playbook

Your legacy tech stack is becoming an AI stack, but your contracts haven’t kept up. Today, organizations are negotiating on two fronts: with legacy software providers retrofitting AI into old frameworks, and with brand-new, AI-native vendors building from the ground up. The “standard” MSA playbooks no longer applies to either.

 

In this session, an AI-native vendor CEO, Erwann Couesbot from FlipThrough, pulls back the curtain on the negotiation table. We will move past the marketing jargon to identify the specific commercial and operational terms that actually drive value and mitigate risk. Whether you are dealing with a legacy giant’s new AI “bolt-on” or a pure-play AI solution, you’ll walk away with a tactical list of what to ask, what to redline, and how to protect your interests.

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Here’s what you’ll learn:

✅ Legacy vs. AI-Native: How to pivot your negotiation strategy when dealing with a legacy provider’s “AI wrapper” versus a purpose-built AI architecture.

✅ The “New” Commercial Terms: Identifying emerging commercial levers that go beyond traditional seat-based licensing to ensure you only pay for actual AI value.

✅ Fixing the Legacy MSA: The specific AI-focused clauses you must add to existing tech contracts to address data rights and model usage.

✅ Operational Risk & Governance: Hard-coding accountability for model reliability, latency, and performance

Speakers

A glimpse into who will inspire this conversation!

Erwann Couesbotm

Co-Founder & CEO

FlipThrough

Amanda Prochaska

Founder and Chief Wonder Officer

Wonder Services

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speaker bios

Erwann Couesbot 

Co-Founder & CEO, FlipThrough 

Erwann Couesbot is the Co-Founder and CEO of FlipThrough, an agentic platform designed to  streamline procurement processes, including automated vendor agreement analysis, vendor  evaluation, and negotiation. 

Before launching FlipThrough, Erwann served as Strategic Sourcing and Commercial Advisory  Practice Manager at UpperEdge. In this role, he advised C-level procurement and IT executives  at Fortune 500 companies like Amazon, TJX, Xcel Energy, and Sempra, as well as federal  agencies, guiding them through critical software and IT transformation initiatives. 

Earlier in his career, Erwann was Managing Director at KRK Capital Partners, an investment  banking and corporate advisory firm specializing in M&A advisory for middle-market energy  and clean technology companies. 

With a track record of leadership in technology, procurement, and corporate strategy, Erwann  brings deep expertise to the intersection of AI and business innovation.