Gartner Research

Reduce Costs and Mitigate Risks When Negotiating Workday SaaS Subscriptions

Published: 07 September 2017

ID: G00340523

Analyst(s): Alexa Bona , Dawn Hubbard


Workday's unique pricing metric, high price points, and dominant market position leave sourcing and vendor management leaders struggling to create leverage and determine which terms can be negotiated. Applying Gartner's T4 process to Workday negotiations can optimize pricing and mitigate risk.

Table Of Contents
  • Key Challenges



  • T1 — Tactics
    • Create a Competitive Environment of Viable Alternatives to Workday, and Leverage Purchases of Less Mature Service Lines Such as Financials, Procurement and Analytics
  • T2 — Templates
    • Develop RFI/RFQ/RFP Checklists That Will Uncover Workday's Unique Pricing Metric, and Enable Alignment With Workday's Small, Midsize and Large SKU Offerings
  • T3 — Terms and Conditions
    • Rigorously Prioritize Contract Terms
  • T4 — Timing
    • Tailor Your Negotiations to Leverage Workday's Offset Quarter Ends and January Fiscal Year End

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