Gartner Research

Collaborative Teams, Customized Checklists and Robust Models Can Expose Hidden Costs During Software Negotiations

Published: 20 September 2013

ID: G00253198

Analyst(s): Jo Ann Rosenberger


IT procurement processes must include up-to-date templates, checklists, financial models and procedures to analyze and negotiate the optimal contract. Use of customized software price checklists will ensure that hidden and ambiguous costs are exposed to optimize procurement decisions.

Table Of Contents
  • Key Challenges



  • Use Trained and Experienced Software Negotiators to Lead the Procurement Effort
  • Develop a Software Proposal Checklist
    • Software Proposal Checklist (License, Maintenance and Services)
  • Best Practices in Action: See the Benefits
    • Scenario One
    • Scenario Two
  • Bottom Line

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