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Published: 28 November 2022



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  • グローバル市場のSaaSベンダーは、売上高純利益率既に高いにもかかわらず、物価上昇率に合わせて一層の収益増を図ろうとしている。

  • エンジニアの賃金は、物価上昇だけでなく、IT人材の不足、人員の自然減、有能な人材に対する強い需要も影響し、2022年から2023年にかけて、これまで以上に上昇するであろう。ベンダーはサービス価格を引き上げてこの影響を抑えようとする

  • 自社の環境サステナビリティの目標に合わせるようベンダーに要求する企業が増えている。それに伴って、サステナビリティ要件を満たすためのコストをベンダーが企業に転嫁するリスクは増加する。


SaaSの契約交渉を担当するソーシング/調達/ベンダー管理 (SPVM) のリーダーは、以下を実践する。

  • ベンダーが「物価上昇率という正当な理由」を主張し大幅な値上げを行った場合には、具体的に物価上昇がサービス提供コストにどのように影響したかについて、詳細な説明をベンダーに要求する。

  • 現在および将来において、ベンダーがIT人材不足によって引き起こされる問題をどう解決しようとしているのかを把握する。複数の競合ベンダーを、自社が望むベンダーと比較対照する。分析結果は、サステナビリティ関連の割増料金を適用しないようベンダーを説得する材料としても活用する

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Tsuyoshi Ebina

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