Negotiating with IBM, Microsoft, Oracle & SAP: Tips for Success

Presented by

William Snyder

About this talk

This presentation addresses the challenges customers have when negotiating with large software vendors; it focuses specifically on Microsoft, Oracle, IBM and SAP and will recommend negotiating strategies and vendor management tactics for each. For many clients these vendors represent substantial investment requirements and potentially huge savings if contracts are negotiated well; but there are substantial downside costs for those who fail to proactively manage the negotiations. This vendor analysis will provide invaluable insight for negotiators, software asset managers and anyone who will be involved in negotiations with these vendors. What you will learn: •What are the trends in buyer supplier dynamics with major software vendors? •What are the leverage points that can be used in negotiations with these vendors? •What are the primary areas of unexpected risks in the contract and the key terms and conditions that should be negotiated?

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