Gartner Research

How to Negotiate the Best VMware Enterprise License Agreement

Published: 05 March 2014

ID: G00259847

Analyst(s): Stewart Buchanan

Summary

VMware software buyers can use this guide to plan and negotiate the most effective way to meet demand for VMware licenses, maintenance and support subscriptions. Take advantage of bundles, promotions and the right quarter in VMware's financial year to get the best pricing and contract terms.

Table Of Contents
  • Key Challenges

Analysis

  • Assess the Impact of Competitive Leverage
  • Pick an ELA Pricing Model That Matches Demand
    • Work With Stakeholders to Forecast Demand and Map It to the Best ELA Option
    • Get the Best Licensing Models, Product Bundles and Upgrades
    • Compare Buy-as-You-Go Volume Discounts With an ELA
  • Plan When to Negotiate
    • Plan Strategic Purchases to Optimize Enterprise Discounts
  • Plan the Right Contract Terms to Negotiate
    • Define the Licensed Organization, Territories and Affiliates
    • Negotiate "Out Year" Maintenance and Support Pricing
  • Final Checks Before Signing

Case Study

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