Gartner Research

How CIOs in Midsize Enterprises Can Effectively Negotiate With Limited Leverage

Published: 13 July 2018

ID: G00341435

Analyst(s): William Maurer , Jo Ann Rosenberger , Yanni Karalis

Summary

Most midsize enterprises (MSEs) do not have the volume buying power to achieve optimal contract terms. However, it does not mean that negotiation levers do not exist. MSE CIOs must identify these levers and opportunities and create leverage.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Uncover the Vendor Go-to-Market Goals and the Incentives of the Account Management Team
    • Case Study
  • Be Prepared: Gather Data Before Moving Forward With a Negotiation
  • Create a Vendor Access Policy and Consistent Messaging to Your Vendors

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