Gartner Research

3 Best Practices to Avoid Costly Shelfware in Your SaaS Deal

Published: 03 January 2020

ID: G00404274

Analyst(s): Christiaan Murphy , Stephen White , Jo Liversidge


Sourcing, procurement and vendor management leaders commit to SaaS volumes based on uncertain forecasts and vendor volume discounts, resulting in persistent and costly shelfware. This research identifies the factors that cause SaaS shelfware and discusses how to mitigate the risks.

Table Of Contents
  • Key Challenges



  • Improve the Accuracy of Demand Forecasts to Minimize Shelfware
  • Negotiate Contractual Flexibility to Address Shelfware When It Occurs
  • Include Vendor Incentives to Facilitate a Successful Deployment

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