Knowledge is power. Go into your vendor negotiations with these tips and tools in your back pocket.

Any enterprise can be adversely impacted by poor vendor performance - especially when it is a key vendor. These vendor problems can be especially traumatic for small enterprises with little or no recourse. As a result, IT managers should make it...

Many IT teams approach requirements gathering for software purchasing the same way they approach custom development requirements. It is important, however, to note the differences between these scenarios from the perspective of requirements...

Enterprises are becoming increasingly focused on pricing when selecting a vendor or negotiating an agreement. In many cases, however, giving prime attention to pricing can be counter-productive. Understand the factors, other than price, that...

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One effective way to cut costs is to negotiate reduced pricing with IT vendors. Recent Info-Tech research suggests that there are three key questions that IT professionals should ask themselves before entering into a contract negotiation.

IT professionals are constantly under pressure to reduce costs. However, sometimes a vendor just won't budge when asked to reduce the price during a contract negotiation. Learn from a case study showing how an IT consultant helped Company X...

Vendors are often hesitant to reduce pricing during contract negotiations. Learn how 24 IT professionals cut costs for their organizations by successfully opposing vendor arguments against price reductions.

Navigating the contract negotiation process can seem daunting at first. However, there are strategies that IT professionals can use to manage negotiations. Learn how to navigate effectively and efficiently through the negotiation process by...

Educational institutions report greater resource availability and end-user satisfaction after outsourcing their software. Learn how others in this sector are benefiting from application outsourcing, and prevent the most common problems before...

Software markets tend to be crowded places with numerous vendors competing for the same customer groups. With multiple vendors to choose from, organizations need a well-defined plan to manage the decision process. Build requirements elicitation...

Contract renegotiations can often sneak up on IT managers, leaving them without much time to prepare. This note discusses the lessons learned by an IT manager at a mid-sized organization in the natural gas industry who wanted to achieve price...

Many enterprises perceive their IT departments as cost-centers, whereas some see IT as a strategic enabler. Some characteristics of a strategic enabler are going beyond low-hanging fruit when managing costs, using mid and long-term tactics to...

Government organizations report greater end-user satisfaction and increases in staff knowledge. Learn how others are benefiting from application outsourcing, and head off the most common issues before they arise.

Case Study

When a vendor is offering the lowest available price for its products or services, IT managers often assume they have no leverage to achieve price reductions during contract negotiations. Don't leave money on the table. Learn how a consultant...

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There is no need for IT managers from small enterprises to feel intimidated going into a contract negotiation. Info-Tech recently interviewed 24 IT professionals and identified several negotiation strategies that can be successfully used by...

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One low pain, high gain way for small enterprises to cut costs is to negotiate for reduced pricing with IT vendors. Use this tool to learn which negotiation strategies to use in different situations in order to achieve cost reductions for the...

It is possible to achieve price reductions during contract negotiations; however, IT managers often need to respond to vendor opposition in order to get the pricing that they desire. This note highlights several arguments that vendors commonly...

Financial institutions and service firms report greater resource availability and faster application delivery after outsourcing enterprise software. Learn how others in the industry are benefiting from application outsourcing, and take steps to...

IT often has a preferred vendor when going into a contract negotiation. If the vendor is aware that its products or services are preferred, this can prevent it from reducing its price. Learn from the case studies in this research note to...

Health care organizations and facilities report improved deliverable quality and increased end-user satisfaction after outsourcing enterprise software. Learn how others in the industry are benefiting from application outsourcing, and prevent the...

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One of the main objectives of a contract is to reduce risks. The contract should eliminate or reduce ambiguities about who is supposed to do what, when, and how well. The contract should also define what happens when either party fails to meet...

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The ability to negotiate a reduced price with vendors is a crucial skill for IT professionals, who are often under pressure to reduce costs. There are a number of strategies that IT can use when negotiating for a reduced price on an IT contract....

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There are a number of strategies that can be used when negotiating for reduced prices on IT contracts. However, not all strategies are created equal and not all strategies should be used in every negotiation situation. Complete with a...

Sometimes a vendor will argue that the price can't be reduced any further during contract negotiations. Info-Tech recently interviewed 24 IT professionals who revealed how they were able to achieve price reductions against this type of vendor...

Professional services firms report greater resource availability and improved deliverable quality from outsourcing enterprise software. Learn how others in the industry are benefiting from application outsourcing, and prevent the most common...

Info-Tech recently interviewed 24 IT professionals about the tactics and strategies that they use to get a reduced price when negotiating contracts with vendors. Learn about the strategies that are commonly used by IT professionals who have...

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One way that IT professionals can reduce costs is to negotiate for lower pricing with vendors. With a myriad of possible negotiation strategies available, it can be difficult to decide when to use which strategies. The McLean Report "Negotiation...

Contract negotiations are an inevitable part of the lives of many IT managers. Maximize the likelihood of success at contract negotiations with the selected vendor by considering a number of key criteria even before selecting a final vendor for...

Retailers and wholesalers report greater end user satisfaction and faster application delivery after outsourcing enterprise software. Learn how others in the industry are benefiting from application outsourcing, and prevent the most common...

Small enterprises are familiar with the increased costs associated with global network requirements. However, the ability to obtain the requisite service levels at all locations can be more difficult than anticipated and may be worth a premium...