Trends Report

Six Steps To Negotiating A Better BI Deal

Use Forrester's Approach To Help You Get More For Your Money

November 14th, 2011
With contributors:
Holger Kisker, Ph.D. , Shannon Coyne , Connie Moore , James Kobielus


Many business intelligence (BI) vendors do not publish list prices. Some do not even provide list prices under NDA to their customers and prospects. Plus, BI pricing and licensing models differ greatly from vendor to vendor, keeping many BI software buyers from having a frame of reference when evaluating proposals from BI vendors. To help organizations know whether they are getting a good deal from their BI software provider, we've assembled a list of industry average BI deal prices for typical small business, medium-size business, and enterprise scenarios. Extrapolate and adjust these averages to fit your deal specifics and then use them as the starting point for BI contract negotiations.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.