Gartner Research

Negotiating Software and Cloud Contracts Primer for 2017

Published: 20 July 2017

ID: G00333250

Analyst(s): Rob Schafer


Sourcing and vendor management leaders are confronted with an onslaught of challenging new technologies, deployment methods and consumption models. They must learn to navigate increasingly complex software and cloud service offerings to minimize cost and risk, and maximize business outcomes.

Table Of Contents



  • Top Challenges and How Gartner Can Help
    • What are the key technology and business trends, and contractual and pricing changes impacting deals with the major software and cloud providers?
    • What are best practices in negotiating with suppliers where there is little leverage because of high switching costs, rigid approaches to contracting or limited competition?
    • What key terms and conditions should be negotiated into software and cloud service agreements to protect investments and deliver cost-effective flexibility?
    • What are best practices to initiate a software license compliance focus during negotiations and then communicate the resulting contractual expectations to ensure enterprisewide compliance?
    • What are the most costly license compliance pitfalls and risks to avoid, and what steps are needed to survive the inevitable software audit?

Related Priorities

  • Suggested First Steps
  • Essential Reading

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