Best Practice Report

Rethink Your SaaS Negotiation Strategy With Three Best Practices

November 16th, 2018
Liz Herbert, VP, Principal Analyst
Liz Herbert VP, Principal Analyst
Duncan Jones, null
Duncan Jones
With contributors:
Caleb Ewald , Allen Bonde , Peter Harrison

Summary

Software-as-a-service (SaaS) negotiation requires a unique approach; neither traditional software negotiation tactics nor hosting practices will suffice. But too many clients still don't know how to approach SaaS negotiations, being too hands-off and letting the business run the negotiation or being too tough and demanding contract changes that the vendor will never accept. This report advises application development and delivery (AD&D) professionals on how to approach SaaS contract negotiation and outlines strategies for navigating an efficient negotiation. This is an update of a previously published report. Forrester reviews and updates it periodically for continued relevance and accuracy.

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