Contract Negotiation Clinics

The Gartner IT Sourcing, Procurement, Vendor & Asset Management Summit 2019 Contract Negotiation Clinics introduce the opportunity for attendees to discover negotiation tactics that work for today’s changing landscape with invaluable actionable insight.


Through two 60-minute interactive sessions* on-site, uncover new tactics for planning or negotiating a contract with the biggest of the big software vendors and services to maximize your business value.

*For end users only; exhibitors and vendors are excluded from attending

Better IT deals start here. Take a look at the 2019 Contract Negotiation Clinics: 

Engaging With ServiceNow to Get What You Need

From negotiating the license cost on your first SaaS agreement to properly scoping consulting services or how to address complex issues which might arise, in this clinic, learn the key things you can do and how to get your desired outcomes.

Infrastructure Outsourcing and Cloud IaaS

Use this interactive session to improve your IaaS deals by optimizing key contract clauses in simpler agreements, building key best-practice statements of work (SOWs), SLA and pricing schedules, and optimizing negotiation strategies to avoid standard IaaS contractual constraints.

Negotiating With SAP

This interactive clinic will help sourcing and vendor procurement leaders to recognize and respond to changes in SAP’s product offerings and pricing metrics and explore negotiating tactics to mitigate risk and maximize deal value.


This clinic will provide attendees with strategies and tactics to negotiate the best contractual deal and mitigate risk when working with one of the largest vendors in the application ecosystem.

Optimizing IaaS Negotiations for Microsoft Azure, Google and Amazon Web Services

In this clinic, review the critical differences and similarities to be aware of when negotiating with these competing cloud providers to assist in achieving the most optimal contract.

Negotiating With Workday

This clinic will provide attendees with an understanding of key differentiators, negotiation strategies and tactics, as well as guidance on key terms to negotiate that will assist in negotiating an optimal deal with Workday.

Software as a Service

This practical interactive clinic explains how to effectively negotiate SaaS contracts, learn the trends in SaaS contracting, identify and control hidden costs, and what opportunities/risks lurk within SaaS agreements.

Negotiate With IBM Using Gartner’s T4 Framework 

This clinic will illustrate Gartner’s four-step approach, called “T4,” (tactics, templates, T&C's, timing), to educate attendees on the importance of and how to “vendor-ize” negotiations specific to IBM, along with gaining tips and tricks to optimize IBM deals. 


This clinic will help you to navigate the key trends, protect against risk, manage costs and uncover hidden costs by addressing how to negotiate the best possible Oracle contract.

Applications Services Agreements

This clinic will guide participants in the proven practices when planning and negotiating an applications services agreement to optimize contracts, pricing models and leverage automation.

Negotiating With Microsoft

This clinic will guide customers in understanding the complexity of Microsoft’s licensing models and the number of options to plan an effective negotiation strategy.

Join us to fine-tune your negotiation tactics & skills for a diverse array of vendors.