Gartner Research

How to Gain and Protect Negotiating Leverage During Software and SaaS Vendor Demonstrations

Published: 26 June 2015

ID: G00277828

Analyst(s): Marie Sienkowski


When strategic information is leaked to vendors during software demonstrations, negotiation leverage is lost. With thoughtful planning and strong teamwork, IT procurement professionals can improve their positions while more effectively exposing the information needed to support product selection.

Table Of Contents
  • Key Challenges



  • Demos Are Just One Step in the Software Selection Process
  • Provide Demo Attendees With Tools and Guidelines
  • Give Vendors Timelines and Ground Rules for Their Demos

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