Gartner Research

A Sourcing Executive’s Guide to Negotiating With AWS, 2020: Part 1 — Preparation

Published: 08 June 2020

ID: G00466743

Analyst(s): David Wright , Dolores Ianni , Ross Winser , Scott Etkin


Sourcing, procurement and vendor management (SPVM) leaders can successfully negotiate with Amazon Web Services but must set appropriate expectations with internal stakeholders. In this first part of a three-part guide, we help SPVM leaders build the readiness needed to craft effective agreements.

Table Of Contents
  • Key Challenges



  • Plan and Execute Negotiations in Partnership With a Cloud Architect
    • Set Appropriate Negotiation Expectations
    • Don’t Try to Solve Lock-In via Contractual Means
  • Structure Support Plans to Maximize ROI
  • Distinguish Between AWS and Solution Provider Partner Costs
    • Know Your Contractual Rights If You Use a Service Hosted on AWS
    • Choose Between an AWS Partner’s Contract Terms and an AWS EA
    • Buying Through an AWS Partner Is Not Always Less Expensive
  • Balance Competing Needs in Complex Organizations

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