Published: 28 August 2024
When a crisis hits and time is short, SPVM leaders are often left at the mercy of SaaS vendors, and seek help with optimizing services and costs. This research shows SaaS buyers what programmatic terms to proactively negotiate into contracts to prepare them for the next crisis.
Organizations segmenting vendors don’t often include what concessions they must offer in a crisis in that segmentation process.
Even during a crisis event, a lack of contract flexibility means customers aren’t able to programmatically reduce, renegotiate or terminate SaaS contracts.
Trying to negotiate new terms into SaaS contracts midterm is very unlikely to succeed without significant leverage.
Identify the vendors you must prioritize for negotiating terms to protect your organization in times of crisis by developing a framework in conjunction with business stakeholders.
Negotiate clear and programmatic terms which will remediate the impacts of the crisis, such as reducing commitment for
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