Trends Report

Six Steps To Negotiating A Better BI Deal

Use Forrester's Approach To Help You Get More For Your Money

November 14th, 2011
Boris Evelson, Vice President, Principal Analyst
Boris Evelson Vice President, Principal Analyst
With contributors:
Holger Kisker, Ph.D. , Shannon Coyne , Connie Moore , James Kobielus

Summary

Many business intelligence (BI) vendors do not publish list prices. Some do not even provide list prices under NDA to their customers and prospects. Plus, BI pricing and licensing models differ greatly from vendor to vendor, keeping many BI software buyers from having a frame of reference when evaluating proposals from BI vendors. To help organizations know whether they are getting a good deal from their BI software provider, we've assembled a list of industry average BI deal prices for typical small business, medium-size business, and enterprise scenarios. Extrapolate and adjust these averages to fit your deal specifics and then use them as the starting point for BI contract negotiations.

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