Gartner Research

A Sourcing Executive's Guide to Negotiating With AWS, 2018: Part 1 — Preparation

Published: 26 July 2018

ID: G00357181

Analyst(s): Lydia Leong


Sourcing and vendor management leaders can successfully negotiate with Amazon Web Services, but must set appropriate expectations. In this first part of a three-part guide, we provide best practices for procuring these services.

Table Of Contents
  • Key Challenges



  • Plan and Execute Negotiations in Partnership With a Cloud Architect
    • Set Appropriate Negotiation Expectations
    • Don't Try to Solve Lock-In via Contractual Means
  • Structure Support Plans to Maximize ROI
  • Use Caution When Buying From CSBs
    • What Are Your Contractual Rights If You Use a Service Hosted on AWS?
    • Should You Use a Reseller's Contract Terms or an AWS EA?
    • Is It Less Expensive to Buy From a Reseller?
  • Balance Competing Needs in Complex Organizations

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