Gartner Research

Reduce Costs and Mitigate Risks When Negotiating Workday SaaS Subscriptions

Published: 07 September 2017

ID: G00340523

Analyst(s): Alexa Bona , Dawn Hubbard

Summary

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

Introduction

Analysis

  • 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

Gartner Recommended Reading

©2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client