Best Practice Report

Smart Cloud Contract Negotiations

February 16th, 2023
With contributors:
Lauren Nelson , Arthur Ross , Marissa Fritz


Cloud contract negotiation is on the rise — and has been since before the global health crisis. Greater competition is forcing hyperscalers to agree to more enterprise discounts and added levers to win key accounts and long-term business. This trend has only intensified through the pandemic as cloud-powered critical adaptation and enterprise spend skyrocketed. At the forefront of the new economic slowdown, enterprises are coming to the negotiating table ready to commit to longer deals in exchange for greater discounts. This report helps cloud and sourcing professionals understand the nuances of cloud contracts and how best to negotiate cloud service terms for their businesses.

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