Gartner Research

Evaluating and Negotiating Software License Agreements and Cloud Contracts Primer for 2016

Published: 20 January 2016

ID: G00292951

Analyst(s): Stewart Buchanan


Technology procurement leaders need to rapidly navigate increasingly complex software offerings to negotiate favorable terms, optimize deal value against consumption and cut risk.

Table Of Contents



  • Top Challenges and How Gartner Can Help
    • How do technology procurement leaders negotiate with suppliers where there is little leverage because of high switching costs, rigid approaches to contracting or limited competition?
    • What are the key changes to the major software and cloud providers' service offerings and licensing programs, and how do technology procurement leaders assess the cost and risk impacts they present?
    • What key terms and conditions should technology procurement leaders negotiate into software and cloud service agreements to protect investments and deliver cost-effective flexibility?
    • How can technology procurement leaders initiate a software compliance focus during negotiations, and then communicate the resulting contractual expectations to enable enterprisewide compliance?
    • What are the most costly license compliance pitfalls and risks that technology procurement leaders must avoid, and how can they enable the enterprise to survive a software audit?

Related Priorities

  • Suggested First Steps
  • Essential Reading
  • Tools and Toolkits

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