Gartner Research

Adopt 10 Best Practices to Become a Contract Negotiation Expert for Data Integration Tools

Published: 24 May 2016

ID: G00299302

Analyst(s): Ehtisham Zaidi

Summary

Data and analytics leaders increasingly face significant costs as they expand their strategic adoption and deployment of data integration tools to achieve digital business initiatives. Adopt Gartner's 10 best practices to achieve improved overall pricing, discounts and other contract terms.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Create and Practice a Checklist of Negotiation Tactics That Leverage Specific Insights About Data Integration Vendors
  • Strategically Drive the Timing of Purchase for Best Leverage
  • Leverage Competitive Pressure, and Avoid a Vendor Monopoly
  • Leverage "Strategic Products" From Your Data Integration Tool Vendors
  • Exploit the Gaps in a Vendor's Tool Functionality
  • Be Cautious When Engaging Best-Fit Engineering Vendors for Specific Data Delivery Style Needs
  • Demand Detailed Vendor Order Forms or Customer Pricing Schedules
  • Be Fair and Open With Competing Vendors, and Pay Attention to Unique Capabilities
  • Exploit Vendors' Desire to Boost the Overall Deal Size
  • Leverage Relationships With Incumbent Vendors for Higher Software Bundling Discounts
  • Leverage Gartner's Contract Review Inquiry Calls for Best Results

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