Gartner Research

How to Maximize Value in Firewall Contract Negotiations

Published: 01 November 2017

ID: G00341366

Analyst(s): Adam Hils


When procuring network firewalls, security and risk management leaders are making a substantial — four- to six-year — commitment to a major budgetary item. This research tracks the project life cycle, from inception to contract signing, for firewalls that fit evolving infrastructure form factors.

Table Of Contents
  • Key Challenges



  • Gather Requirements and Assess Vendor Fit During a Prenegotiation Period
  • Understand Industry Discount Ranges
  • Reduce the Scope and Prepare a Counterproposal

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