Gartner Research

Focus on These Key Contract Components When Negotiating a Data Integration Tool Purchase

Published: 24 May 2016

ID: G00308741

Analyst(s): Ehtisham Zaidi

Summary

Data and analytics leaders increasingly face significant costs as they adopt and deploy more integration tools to achieve digital business success. They should follow these best practices to negotiate key terms in data integration deals for favorable pricing, reduced costs and future risk avoidance.

Table Of Contents
  • Key Challenges

Analysis

  • Put Data Integration Tool Maintenance and Support Terms Front and Center in Planning and Negotiations
    • The Lower or Basic Maintenance and Support Contract
    • The Flagship or Premium Maintenance and Support Program
    • Closely Monitor Your Maintenance and Support Contract Clause to Keep a Close Watch on the Expiry Date
  • Treat Optional Contract Terms and Elements as Ways to Align the Data Integration Tools Suite With Business Needs, While Holding Down Costs
    • Negotiate Higher Discounts for Nonproduction License Components
    • Potential to Negotiate Higher Discounts on Various Add-On Functional Components
    • Lay Equal Emphasis on Implementation and Training Components
  • Protect Future Discounts for Incremental Purchases by Negotiating Effective Price Protection

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