Gartner Research

Optimize Your Mainframe Processes and Costs Using Gartner's A-B-C Negotiation Methodology and Checklist

Published: 24 February 2017

ID: G00320749

Analyst(s): Jo Ann Rosenberger


Sourcing and vendor management leaders who specialize in mainframe negotiations can optimize the acquisition process by following Gartner's A-B-C methodology. The A-B-C approach simplifies complex terminology and provides an actionable checklist to optimize mainframe negotiations.

Table Of Contents
  • Key Challenges



  • Step A: Use the Acronym Glossary and Translation Guide to Translate Complex Mainframe Acronyms Into Procurement-Friendly Language
    • IBM Mainframe Acronyms
    • Mainframe Translation Guide
  • Step B: Ask the Right Internal Questions by Using the Questionnaire Checklist to Identify Mainframe Requirements
    • Asking the Right Questions
  • Step C: Leverage the Questionnaire Checklist to Set Up Collaborative Planning Engagements With Business and Technology Teams
    • Collaboration Facilitates Accurate, Comprehensive and Strategic Information Gathering
    • Engage Technology and Business Teams to Capture and Clarify Requisite Information

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