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	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

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Executive Summary

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.

TABLE OF CONTENTS

• Market Trends Support The Case For New Financing Alternatives
• Vendors Respond With New Financing Options
• Three Case Studies In Vendor-Sponsored Financing Show Direct Benefits

RECOMMENDATIONS

• Approach Financing With The Same Rigor As Contract Negotiation

WHAT IT MEANS

• Financing Opens Up Another Front In The Battle For IT Spending
• Supplemental Material
• Related Research Documents

This is an excerpt

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