Gartner Research

Secure a Winning ECM Deal by Using Five Key Negotiation Strategies

Published: 14 November 2013

ID: G00248471

Analyst(s): Kenneth Chin, Mick MacComascaigh, Gavin Tay

Summary

Vendors often dictate the terms in deals for on-premises enterprise content management solutions, as buyers spend too much time evaluating the technology and too little on negotiation strategies. We help IT leaders and procurement professionals to negotiate more effectively for ECM systems.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Contain the Transaction Size
  • Avoid Shelfware — Buy Capabilities as Needed
  • Assess Your Attractiveness to the Vendor
  • Exploit Renegotiations to Improve Terms
  • Understand ECM Software Licensing Models

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