Best Practice Report

Strategies For Technology Contract Negotiation

Three Keys To Success

June 9th, 2023
Liz Herbert, VP, Principal Analyst
Liz Herbert VP, Principal Analyst
With contributors:
Linda Ivy-Rosser , Bill Martorelli , Jeffrey Rajamani , Akshara Naik Lopez , Hannah Murphy , Demi Starks

Summary

Today’s technology contract negotiation, mostly software as a service (SaaS) and cloud, requires a new approach; old approaches from the on-premises days won’t suffice. But too many clients struggle to find the right balance between being too hands-off and letting the business run the negotiation and being too tough and demanding contract changes that the vendor will never accept. To become more efficient, technology buyers should read this report for best practices for short- and long-term success when negotiating technology contracts.

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