The Art of the Cloud Deal

July 2, 2020
Adam Mansfield
Reading Time: 23 minutes

Many companies have had long-standing relationships with their cloud vendors, and their experiences garner lessons to be learned. Regardless of…

Categories: Cloud, Contract Negotiations

These 7 Negotiation Tactics are Futile in Cloud Renewals

June 10, 2020
Adam Mansfield
Reading Time: 5 minutes

Procurement departments often seek out “best practices” to help them achieve the most favorable outcome from their cloud renewal negotiations.…

Categories: Cloud, Contract Negotiations

Feeling Handcuffed by Your Current IT Vendor? Here is How to Increase Your Renegotiation Leverage

November 19, 2019
John Belden
Reading Time: 3 minutes

In 2019 the global market for IT services will exceed one trillion dollars. Roughly 1/3 of that business will be…

Categories: Contract Negotiations, ERP Program Management

Microsoft Cloud Negotiations: Sweet Upfront with a Bitter Aftertaste

December 4, 2018
Erik Bullard
Reading Time: 3 minutes

As the year end approaches, many organizations find themselves in the final strokes of their Microsoft renewal negotiation. Microsoft is…

Categories: Contract Negotiations, Microsoft

The High Cost of Anxiety in Negotiations

September 11, 2018
Dave Blake
Reading Time: 4 minutes

Merriam-Webster defines anxiety as, “An abnormal and overwhelming sense of apprehension and fear often marked by physical signs (such as…

Categories: Contract Negotiations

Common (and Avoidable) Divestiture Headaches

July 30, 2018
Jeff Lazarto
Reading Time: 4 minutes

As more companies act on their transformation strategies, many see divestments as a way to put more resources into growing…

Categories: Contract Negotiations, ERP Program Management

Enterprise Technology: 6 Steps for Negotiating Winning AI Deals

March 20, 2018
Dave Blake
Reading Time: 5 minutes

While emerging technologies such as Artificial Intelligence (AI), Machine Learning (ML), and the IoT introduce exciting growth opportunities, they also…

Categories: Artificial Intelligence, Contract Negotiations

The Role of the CIO: A Playbook for Managing an SAP Relationship

December 11, 2017
Len Riley
Reading Time: 5 minutes

Before Boston’s Big Dig, one of the largest public works projects in the U.S., was the Boston Harbor clean-up. My…

Categories: ERP Program Management, SAP

Software Audits Continue to Rise: Understand the Software Vendor’s Audit Playbook

August 15, 2017
Len Riley
Reading Time: 4 minutes

Software vendors have developed an array of strategies and tactics to extract revenue from customers beyond an initial transaction. These…

Categories: Cloud, Deloitte, ERP Program Management, IT Sourcing, Oracle, SAP

Negotiations

The Art of the Cloud Deal

These 7 Negotiation Tactics are Futile in Cloud Renewals

Feeling Handcuffed by Your Current IT Vendor? Here is How to Increase Your Renegotiation Leverage

Microsoft Cloud Negotiations: Sweet Upfront with a Bitter Aftertaste

The High Cost of Anxiety in Negotiations

Common (and Avoidable) Divestiture Headaches

Enterprise Technology: 6 Steps for Negotiating Winning AI Deals

The Role of the CIO: A Playbook for Managing an SAP Relationship

Software Audits Continue to Rise: Understand the Software Vendor’s Audit Playbook

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