Negotiating Tactics

CRM strategy and implementation

• How to negotiate with Oracle for a better cloud deal

  Set your organization up for a successful cloud deal. Learn the challenges you'll need to overcome with these insights on Oracle's cloud sales strategy from ClearEdge Partners.  Continue Reading

  

  By

  • Sarah Neenan, Former Assistant Site Editor

• COVID-19 jolts tech spending, spurs more flexible vendor terms

  IT spending by companies in the early days of COVID-19 quickly turned to cost-cutting. Learn how vendors responded with new terms and aggressive discounting for new business.  Continue Reading

  

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  • Linda Tucci, Industry Editor -- CIO/IT Strategy

• 9 steps to better IBM ELA negotiation results

  Get a leg up on your next IBM enterprise licensing agreement or renewal. Following these nine steps will help prepare you to meet Big Blue across the negotiation table.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Is third-party threat a viable server maintenance contract tactic?

  When negotiating server hardware and maintenance agreements with vendors, server customers can threaten to go elsewhere. But how effective is that tactic?  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• What is a top barrier to fruitful server refresh cycle negotiations?

  Successfully countering server vendor sales tactics requires forecasting hardware and maintenance needs. Lacking a solid, consolidated forecast can be a recipe for failure.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Best practices for better server lifecycle management deals

  A buyer's playbook with granular forecasts of server refresh, upgrade, maintenance and precedent discount details strengthens your negotiation position with your server supplier.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Actual sales tactics vendors use during server refresh lifecycle

  See specific examples of the strategies server vendors use in order to better prepare for sales pitches throughout the five stages of the server renewal and refresh lifecycle.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• How 5 stages of server lifecycle influence vendor sales tactics

  Learn about sales tactics that server suppliers like Dell EMC, HPE, Lenovo, IBM and Cisco use to try to win back market share from white box suppliers and how those affect you.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Controlling IBM licensing agreement narrative key to success

  Take control of the information narrative and unify your messaging strategy through a cross-functional negotiation team for best-in-class enterprise license agreement renewals.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Assess risk, forecast for IBM software licensing agreement success

  When it's license renewal time, ClearEdge Partners recommends taking stock of the licenses you already have and determining how to allocate spending across your IBM ELA.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Insight into Big Blue key to better IBM ELA renewals

  Before negotiating a renewal of your IBM enterprise license agreement, get to know Big Blue's sales strategy and which factors influence its deal-making process.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Successful IBM ELA renewal negotiations require preparation

  Start planning early, follow a realistic timeline and know your enterprise license agreement options inside and out as you gear up for ELA negotiations with IBM.  Continue Reading

  

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  • James Alan Miller, Senior Executive Editor

• Which Agile contract type fits your project and budget?

  A contracts expert shares common agreement types for Agile software development project outsourcing, and where companies tend to go wrong.  Continue Reading

  

  By

  • David Carty, Site Editor

• 4 negotiation tactics for success in a Microsoft software agreement

  A Microsoft software agreement requires skill and knowledge. Use these four Microsoft negotiation tactics to get the best discounts for a productivity suite.  Continue Reading

  

  By

  • Erica Mixon

• 9 steps for negotiating deals with Salesforce

  Understanding the Salesforce fiscal calendar, motivations of sales agents and what your businesses needs from a deal are key steps in negotiating contracts with the CRM giant.  Continue Reading

  By

  • Sarah Amsler, Senior Managing Editor
  • Craig Stedman, Industry Editor

• Contract risk management: Focus on these 6 areas

  Inspecting vendor contracts for risk is increasingly important as CIOs scramble to stay nimble in a volatile economy. ClearEdge Partners explains how to protect your interests.  Continue Reading

  

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  • Mary K. Pratt

• How to write an RFP and statement of work for an IT services contract

  Master how to write an RFP and statement of work to get the IT services you need using these best practices from consulting firm ClearEdge Partners.  Continue Reading

  

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  • Mary K. Pratt

• Improve your IT contract negotiations by focusing on 5 factors

  When buying technology, a bare-knuckle approach rarely succeeds. To get a good IT deal, CIOs should pay heed to five transformations driving businesses, ClearEdge's CEO says.  Continue Reading

  

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  • Linda Tucci, Industry Editor -- CIO/IT Strategy

• How to negotiate a good software subscription agreement

  A big mistake IT execs make in negotiating software subscription deals is overbuying. Here are seven steps from ClearEdge Partners' Rachel Annello that will lead to a better deal.  Continue Reading

  

  By

  • Linda Tucci, Industry Editor -- CIO/IT Strategy

• Learn how to negotiate your way to Azure cost savings

  Discover how to counter Microsoft's sales playbook. ClearEdge Partners licensing specialist Steve Paradis explains how to navigate your next negotiation and get the best price for Azure.  Continue Reading

  

  By

  • Ryan Dowd, Associate Site Editor