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  • Mark Bartrick

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  • Webinar Salesforce Negotiation Strategies

    June 1, 2017 | Liz Herbert, Mark Bartrick

    Salesforce is one of the hottest enterprise software vendors on the planet. More and more customers view Salesforce as a strategic platform for customer experience and digital transformation, and...

  • Report Preparing For A Salesforce Negotiation

    Plan Ahead To Manage With This Fast-Growing, Strategic SaaS Partner
    February 15, 2017 | Liz Herbert, Mark Bartrick

    Salesforce is now a giant in the enterprise software space — with nearly 200,000 customers. The software-as-a-service (SaaS) behemoth now offers a comprehensive suite of solutions for the...

  • Webinar Salesforce Dreamforce Recap: What Customers And Prospects Should Know

    October 13, 2016 | Liz Herbert, Mark Bartrick

    Less than a week after Salesforce’s flagship customer event, Dreamforce, we assess what we heard and what Salesforce customers and prospects need to know. Specifically, we discuss...

  • Blog Five things your Microsoft sales person doesn’t want you to know

    February 10, 2016 | Mark Bartrick

    I love Costa Coffee shops. Not only do they keep my caffeine levels sustained but their ambience always seems to get my creative juices flowing. Here’s one of my more recent ruminations: wouldn’t...

  • Report Rimini Street Challenges Big Software Maintenance Fees

    The Company Proposes To Reduce Your Oracle And SAP Maintenance Costs By Half, But Is It Right For Your Organization?
    March 20, 2014 | Mark Bartrick

    The popularity of Oracle and SAP software is clear. All you need to see is their long client list and substantial revenues to know they are giants in the technology marketplace. But their high...

  • Report Oracle Is Buffeted By Headwinds — Are You Prepared?

    New Headwinds For Oracle May Present Negotiation Opportunity For Software Buyers
    October 31, 2013 | Mark Bartrick

    As Larry Ellison's Oracle sailing team just won the 2013 America's Cup, it seemed timely to revisit the positioning of Oracle — the company — as it faces sea changes in the software environment....

  • Report Navigating The Used Software Market

    Savvy European Software Buyers Can Save Up To 50% By Buying And Selling Used Software
    October 8, 2013 | Mark Bartrick

    After years of wrangling, on July 3, 2012, the European Court of Justice (ECJ) declared that trading in used software programs was legal in the European Union. This landmark decision reaffirmed...

  • Report Software Audits: The Pain, The Shame, And The Gain

    If You Haven't Been Audited Yet, Chances Are You Will Be Soon — So Be Prepared
    August 29, 2013 | Mark Bartrick

    Forrester sees a growing list of clients that find themselves forced to pay out for noncompliance. It seems that software audits are causing increasing pain as organizations struggle to keep...

  • Report Avoiding The Compliance Challenges Of Software Virtualization

    Avoid Licensing Issues By Understanding The Rules And Employing Software Optimizing Technology
    July 16, 2013 | Mark Bartrick

    There are many benefits associated with software virtualization, and the majority of Forrester clients have already started their virtualization journey. However, like any licensing metric, the...

  • Report Supplier Research Is Essential To Your Negotiation Preparation

    June 3, 2013 | Mark Bartrick, Duncan Jones

    Gathering market intelligence about your software suppliers is a sourcing best practice, as it empowers your negotiations and ensures that you know what to ask for and when. It's easier to do today...

  • Report Business Outcomes Are The Future Of Technology Contracts

    Driving Change In The Way You Buy Products And Services
    May 8, 2013 | Mark Bartrick

    Digital capability — mobile, social, cloud, and data and analytics — disrupts business models and value streams, introduces new competitive threats, and comes with new demands for shorter sourcing...

  • Report Evaluating Microsoft's Software Assurance

    Are You Making The Most Of The Benefits On Offer?
    April 8, 2013 | Mark Bartrick

    Whether acquired via the Microsoft Select Plus agreement or Enterprise Agreement (EA), many organizations have signed up to the Microsoft Software Assurance (SA) program, but time and again we find...

  • Report A Quick Guide To Help You Prepare For An Oracle Software Negotiation

    Three Areas You Must Understand If You Want To Save Money For Your Organization
    February 13, 2013 | Mark Bartrick

    Next time an Oracle sales rep steps into your office, remember this: You are facing some of the more motivated and experienced sales professionals in the software industry. They are well trained to...

  • Report A Quick Guide To Help You Prepare For An IBM Software Negotiation

    Three Areas You Must Understand If You Want To Save Money For Your Organization
    January 29, 2013 | Mark Bartrick

    IBM has been a major player in the software industry for decades. However, instead of simplifying its pricing and licensing over the years, IBM has become more complex as its product portfolio has...

  • Report A Quick Guide To Help You Prepare For A SAS Software Negotiation

    Three Areas You Must Understand If You Want To Save Money For Your Organization
    January 17, 2013 | Mark Bartrick

    SAS's software products help organizations apply analytics to business scenarios. Now deeply embedded in many large organizations around the world, SAS has become a market leader. It's common to...

  • Webinar Third-Party Software Support Can Cut Your Oracle And SAP Costs By 50%

    November 8, 2012 | Mark Bartrick

    There's a rumble in the jungle: Third-party software support has come of age in the last few years and now offers a lower-cost alternative for organizations that run Oracle and SAP software....

  • Report The Emerging Third-Party Software Support Marketplace: Questions And Answers

    Find Out Which Vendors Promise To Save 50% Or More And How They Plan To Do It
    October 22, 2012 | Mark Bartrick

    Your CIO is looking at the software budgets for next year, and the squeeze on cash is tighter than ever. He wants you to find ways to release funds currently earmarked for such prosaic things as...

  • Report Microsoft SQL Server 2012 Licensing Changes — What You Need To Know

    Repackaging And The Move From Per-Processor To Per-Core Licensing Will Affect The Way Your Organization Uses SQL Server
    August 29, 2012 | Duncan Jones, Mark Bartrick

    Microsoft's recent announcements will affect the way your organization licenses its SQL Server product and what you have to pay to use it. To prepare for these changes, sourcing and vendor...

  • Report How To Negotiate A Better Microsoft Office 365 Deal

    Concentrate On Who You Are Buying For And How You Want To Buy
    July 12, 2012 | Mark Bartrick

    As many businesses are now evaluating moving their Microsoft Office applications online and into the cloud as a way of reducing infrastructure and staffing costs, sourcing and vendor management...

  • Webinar Microsoft Office 365

    May 17, 2012 | Mark Bartrick

    Microsoft just dropped the price of its much-hyped cloud solution Office 365. It would seem that selling it is not proving as easy as Microsoft had hoped. In this Webinar, we review what Office 365...

  • Report How To Reduce IBM System z Mainframe Software Costs

    Two Strategies And Six Tips To Save Money In 2012
    March 13, 2012 | Mark Bartrick

    If your organization is running an IBM System z mainframe, there are several ways you may be able to do more with less. As a sophisticated sourcing and vendor management (SVM) professional, you've...

  • Webinar Surviving A Software License Audit

    February 27, 2012 | Clarence Villanueva, Mark Bartrick

    Just when you thought you had mapped out your Sourcing & Vendor Management activity for 2012, along comes one of your key software suppliers with a request to do an audit of your software...