Gartner Research

Follow Gartner’s T4 Process for IBM-Specific Negotiation Tactics, Templates, T&Cs and Timing

Published: 14 November 2018

Summary

IBM’s unique pricing, licensing and contract policies for on-premises software and new SaaS and cloud services challenge sourcing, procurement and vendor management leaders. Gartner’s IBM-specific T4 approach exposes details requisite to analyze and negotiate the optimal deal.

Included in Full Research

  • Key Challenges
  • T1 Tactics — Engage With IT and Business Stakeholders to Create a Competitive Environment
    • Credible Competition Is Fuel for Negotiation Readiness
    • “Play Detective” to Find Out What Motivates IBM Sales — Just Ask!
  • T2 Templates — Use Gartner’s Customized (“IBMized”) RFQ Templates and Five-Step ELA Process to Uncover Necessary Pricing and Terms Detail
    • Ask the Right Questions for Detail Requisite to Analyze All Viable IBM Proposals
  • T3 T&Cs — Ensure ITAM and Contract Management Tools and Processes Are Capable of Managing New and Changing T&Cs Across All IBM Governing Agreements
    • Monitor IBM Agreement Versions via Website URLs for Each Agreement Type
  • T4 Timing — Strategize Timing to Meet Critical Business Needs and Optimize Bargaining Power During Negotiations
    • IBM Negotiation Success Requires a Cross-Team Collaborative Approach
    • Engage Project Management Office (PMO) for Major IBM Negotiation Planning — Treat It Like a Project
    • Use Your C-Suite to Strategically Time Final Approval to Align With IBM Fiscal Year End

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