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


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



  • 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

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.