Gartner Research

Use Gartner's Mainframe Software Negotiation Checklists to Effectively Plan, Analyze and Negotiate the Optimal Deal

Published: 10 December 2015

ID: G00295007

Analyst(s): Eugene Quillen, Jo Ann Rosenberger, Christopher Dixon, Rob Schafer

Summary

Gartner's mainframe software procurement checklists enable technology procurement professionals to prepare for and strategize new and renewal mainframe negotiations, confirm usage compliance, and engage stakeholders to identify opportunities for usage flexibility, innovation and cost optimization.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Use Gartner's Mainframe Software Proposal Request Checklist to Ask the Right Questions to Plan the Negotiation Strategy
    • Mainframe Software Models and Metrics Vary Widely and Require Clarification
    • Asking the Right Questions in Proposal Requests Enables Accurate and Effective Total Cost of Acquisition (TCA) Analyses for Vendor and Option Selection
    • Sample Checklist Questions to Illustrate Ambiguities and Hidden Costs
    • Gartner's Mainframe Software Proposal Request Checklist
  • Negotiate Your Contracts to Include Gartner's Five Critical Mainframe-Specific T&Cs for Cost Control and Mainframe Audit Readiness
    • Five Critical Mainframe Software T&Cs Explained
    • Financial Benefit of Negotiating These Critical T&Cs for Inclusion in Contracts
  • Establish a Mainframe Collaboration Community to Confirm Usage Compliance, and Explore Innovative Mainframe Usage and Cost-Optimization Opportunities
    • Collaboration Required for Compliance Management, Cost Optimization and Usage Innovation Opportunities
    • Engage IT, IT Asset Management, Vendor Management, Sourcing, Applications and Business Stakeholders as Members of Your Collaboration Community to Harvest Creative and Innovative Ideas
    • Create Agendas, and Follow Gartner's Checklist to Promote Effective Collaboration
    • Mainframe Software Collaboration Checklist
  • Use These Best-Practice Checklists, Follow Recommended Actions to Mitigate Unexpected Cost and Noncompliance Usage Risk, and Take Advantage of Opportunities Identified Through Stakeholder Collaboration

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