Gartner Research

A Sourcing Executive's Guide to Negotiating With AWS, 2018: Part 2 — Enterprise Agreements

Published: 26 July 2018

ID: G00362251

Analyst(s): Lydia Leong


Amazon Web Services has a disciplined approach to negotiating Enterprise Agreements. In this second part of a three-part guide, we provide best practices for sourcing and vendor management leaders who want to optimize their AWS terms and conditions.

Table Of Contents
  • Key Challenges



  • Negotiate an Enterprise Agreement
    • What T&Cs Have Improved Since 2016?
    • What T&Cs Are (or Aren't) Negotiable?
    • What Policies Should You Have in Place Prior to Negotiation?
    • What Is the EA Negotiation Process?
  • Mitigate SLA Risks Primarily Through Technical Means
  • Balance Business Needs Against Click-Through Agreement Risks

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