Trends Report

Boost Your Software Negotiation Strategy With A Toolkit Of Models, Checklists, And Documents

April 2nd, 2014
Duncan Jones, null
Duncan Jones
With contributors:
Liz Herbert , Christopher Andrews , Ben Jennings

Summary

Forrester hears from many clients who run into problems with a software negotiation partly because they did not do sufficient work before they started. Others want to prepare fully but are unsure where to start or how to know when they are ready to take on the sales team. They know that large software companies often have the upper hand in the process, and that the sourcing professional is usually under-resourced, undertrained, and overstretched compared with the salesperson on the other side of the table. This report will explain how to address some of that imbalance by assembling a toolkit that will help you increase your leverage, focus it on the most important objectives, and stay in control of your buying process.

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