For Business Process Professionals

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	April 3, 2009 Craft Your Negotiations Strategy To Reflect New Packaged Apps Licensing And Pricing Trends by R "Ray" Wang with Paul D. Hamerman, Meghan Donnelly

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Executive Summary

Results from Forrester's Enterprise And SMB Software Survey, North America And Europe, Q4 2008 reveal three major trends shaping contract negotiations strategy: 1) declines in software spending; 2) improved negotiating leverage for buyers; and 3) vendor willingness to accommodate clients' requests. Our analysis of packaged apps vendors in enterprise resource planning (ERP), customer relationship management, supply chain management, and project-based solutions confirms that most savvy vendors are shifting policies to reflect end users' expectations of greater choice, value, and predictability. Forrester recommends that negotiation strategies focus on business drivers, alignment with solution adoption, usage along the software ownership life cycle, and adoption of Forrester's enterprise software licensee's bill of rights.

TABLE OF CONTENTS

• Major Market Trends Reflect New Realities In Software Purchasing
• Choice, Value, And Predictability Are Still Top Of Mind For BP&A Pros

RECOMMENDATIONS

• Negotiate From A Growing Position Of Strength

WHAT IT MEANS

• Buyers Gain The Upper Hand — For Now
• Supplemental Material
• Related Research Documents

This is an excerpt

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