Best Practice Report

A Quick Guide To Help You Prepare For An IBM Software Negotiation

Three Areas You Must Understand If You Want To Save Money For Your Organization

January 29th, 2013
Mark Bartrick, Principal Consultant
Mark Bartrick Principal Consultant
With contributors:
Christopher Andrews , Ben Jennings

Summary

IBM has been a major player in the software industry for decades. However, instead of simplifying its pricing and licensing over the years, IBM has become more complex as its product portfolio has grown and diversified. As a result, preparing for an IBM software negotiation takes time and patience, and in order to make any headway at the negotiating table, sourcing and vendor management (SVM) professionals need to understand how IBM licenses and prices its software products. This report highlights three areas of research and education that you must address prior to negotiating software licensing and pricing with IBM and presents key sources of information that will help you through your next negotiation.

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