Gartner Research

Negotiating Software and Cloud Contracts Primer for 2018

Published: 23 January 2018

ID: G00344146

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 navigate increasingly complex software and cloud service offerings to minimize cost and risk, and maximize digital business outcomes.

Table Of Contents



  • Top Challenges and How Gartner Can Help
    • What are the key trends, and contractual and pricing changes impacting deals with 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 flexibility?
    • What are best practices to ensure a consistent and disciplined software license compliance focus throughout the negotiation process?

Related Priorities

  • Suggested First Steps
  • Essential Reading

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