Gartner Research

Toolkit: Maximize the Value and Minimize the Cost of IBM Passport Advantage Software Negotiations

Published: 04 November 2016

ID: G00315106

Analyst(s): Christopher Dixon

Summary

To effectively negotiate, sourcing and vendor management leaders negotiating IBM contracts should understand how to request and analyze IBM Passport Advantage software pricing and data. Use this Toolkit to leverage deeper discounts and price protection on licenses, and subscription and support.

Table Of Contents

When to Use

  • Why Contract Negotiators Struggle to Negotiate Effective Contracts
  • Those Who Procure IBM Software Are in an Especially Tough Spot
  • Follow the Four Steps in This Toolkit to Maximize Negotiation Outcomes

Downloadable Attachments

  • Directions for Use

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