Gartner Research

Negotiate Payment-Related SaaS Cloud Contract Terms to Better Align Costs With Delivery

Published: 08 April 2019

ID: G00379666

Analyst(s): Dawn Hubbard , Jo Liversidge


Sourcing, procurement and vendor management leaders negotiating SaaS contracts often assume that terms related to subscription payments are non-negotiable. Achieve savings and improve deal structure by negotiating payment terms, timing and frequency early in the buying cycle.

Table Of Contents
  • Key Challenges



  • Negotiate an Appropriate Free or Reduced-Charge Period in Any Significant SaaS Purchase
  • Pursue All Payment Options With SaaS Vendors
  • Include Payment Terms of 45 days or More in Your Negotiation

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