Gartner Research


Published: 15 March 2023



Included in Full Research


  • ビジネス部門のステークホルダーが初回契約の価格しか交渉していないために、ソーシング/調達/ベンダー管理 (SPVM) のリーダーが利用開始後に契約条件の是正に苦慮するケースが少なくない。

  • セキュリティ・ポリシーやサービス・レベル合意 (SLA) などがリンク先に示されており、ベンダーが一方的にそれらの条件を変更できるケースも多い。実行可能で現実的な解約条件を契約前に確認しておかないと、ベンダー・ロックインや予算外の多額のコストを招く恐れがある。



  • 更新時の価格引き上げを3~5%以内に抑えるようにあらかじめ交渉する。隠れたコスト (サンドボックスなど) や、組織の需要計画に合った価格モデルについての交渉も怠ってはならない

  • サポート・レベルやセキュリティ・ポリシーを明らかにするとともに、リンク先に記載した条件を「削減禁止」とすることによって、契約上のリスクを軽減する。

  • データ抽出条項や移行支援について交渉することで、解約時のコストとリスクを最小化する。

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Tsuyoshi Ebina

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