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

Summary

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

Introduction

Analysis

  • 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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