Gartner Research

Contracting for Products Primer for 2019

Published: 05 February 2019

ID: G00375904

Analyst(s): Bill Ryan, Rob Schafer


Cost optimization pressure and disruptive forces (i.e., digital business, IoT, IA, robotics) are impacting how organizations acquire technology. Managing these challenges — and turning them to your advantage — is the critical challenge for sourcing, procurement and vendor management leaders today.

Table Of Contents



  • Top Challenges and How Gartner Can Help
    • What are the trends impacting software and hardware deals?
    • How do I negotiate the optimal value and price for IT software and hardware?
    • What contract terms should I include to minimize cost and risk?

Related Priorities

  • Suggested First Steps
  • Essential Reading
  • Tools and Toolkits

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