Negotiating Tactics
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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
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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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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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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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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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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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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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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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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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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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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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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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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
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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
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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
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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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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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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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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
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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