Gartner Research

China Summary Translation: 'Optimize Your IT Operational Costs with Gartner’s Top 7 Software and Cloud Negotiation Tactics'

Published: 12 April 2019

ID: G00382486

Analyst(s): Roberto Sacco , Kevin Ji


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



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

  • Key Challenges
  • Recommendations



  • 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

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.