Gartner Research

Optimize Your IT Operational Costs With Gartner’s Top 7 Software and Cloud Negotiation Tactics

Published: 04 September 2018

ID: G00369315

Analyst(s): Roberto Sacco


Software and SaaS negotiations can put millions of dollars at risk for the buyer. Infrastructure and operations leaders can optimize these deals by tapping into underutilized sources of leverage with big I&O vendors to achieve concessions on pricing and key terms.

Table Of Contents
  • Key Challenges



  • No. 1: Promote Competition
  • No. 2: Time Your Negotiations Right
  • No. 3: Optimize Existing Inventory
  • No. 4: Know Your Vendors' Wants and Needs, and Walk Away
  • No. 5: Control the Flow of Information
  • No. 6: Prioritize High-Impact Items Such as Renewal Price Protection
  • No. 7: Identify Hidden Costs Such as Sandboxing, Premium Support and URL Links

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