- Jason Kaul, Service Desk Supervisor, StarTech.com
- Jacob Crogie, Business Analyst, StarTech.com
- Eric Pierson, ITS Director, City of Durango
- Kevin Vigil, IT Director, Southwest Care Center
- Stephen Tate, Global End User Services Director, Babcock & Wilcox Company
- Adam Schaffer, Service Desk Lead, Babcock & Wilcox Company
- Andy Gutgsell, IT Service Manager, Bridgestone
- Vendors do contract negotiations for a living, but IT leaders are generally inexperienced at the process.
- IT leaders are unaware of what their negotiation options are and often miss red flags or negotiable areas in contracts.
- Vendors use a variety of sales tactics that may seem to provide value but typically require better introspection into process and strategy first.
- Don’t negotiate solely based on price. ITSM tools have progressed far beyond table stakes to have one-dimensional negotiations. Be rigorous with your requirements gathering before approaching your vendor for negotiation.
Impact and Result
- Knowledge of ITSM licensing secrets that can readily applied to contract negotiation.
- Improved knowledge of contract negotiation tactics.
- IT leaders can expect to get the licensing agreement that’s the best fit for their organization.
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