Gartner Research

Effective IBM ELA Negotiations Require Robust Demand Management and Forecasting

Published: 20 June 2014

ID: G00260971

Analyst(s): Frank DeSalvo, Jo Ann Rosenberger, Rob Schafer


IT procurement professionals must collaborate with business and IT managers to forecast IBM software license, support and service needs. Customized IBM business-as-usual models should be created to save millions when negotiating IBM ELAs.

Table Of Contents
  • Key Challenges



  • Organizations Failing to Request Quarterly IBM Entitlement Reports Will Overlook Discrepancies Between Their Baseline Portfolio and IBM's Baseline Portfolio
    • Request the Right Reports to Develop Your Baseline
    • Validate and Maintain Your Baseline
  • Effective IBM Demand Management Requires a Collaborative Team Approach to Ensure Forecasting Accuracy
    • Collaborate With Stakeholders to Forecast Adds/Deletes/Changes
    • Create a "Rolling" IBM Demand Management and Forecasting Process
  • Organizations That Fail to Customize Financial and BAU Models to Be IBM-Specific Lack the Tools Necessary to Effectively Analyze ELA Proposals
    • Develop Your IBM BAU Forecasting Model
    • Collaborate With Stakeholder Team Leads to Predict Timing of Adds/Deletes/Changes
  • Follow These Best Practices to Ensure You Are Not Exposing Your Organization to Missed Savings and Budget Reduction Opportunities
  • Appendix

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