August 29, 2006

Assessing New Software Vendor Financing Options

Vendors Attempt To Blunt The Thrust Of SaaS Offerings

by R "Ray" Wang

with Merv Adrian, Emily Van Metre

Executive Summary (This is a document excerpt)

Financing options are the newest front in the vendor war for a greater share of the IT budget. Recent Forrester research confirms that more and more enterprises of all sizes continue to evaluate software-as-a-service (SaaS) to defer capital outlays and infrastructure costs. In response, many on-premise software companies are using financing to make the purchasing options appear more attractive. These vendors not only offer a variety of flexible payment programs through direct and partner channels but also offer to consolidate IT spending through program extensions that include the bundling of professional services, training, and in some cases, other parts of the technology stack that the vendor provides. Approach these financing options with the same rigor and due diligence as any software negotiation.

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