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Discover the Secrets of ITSM Licensing

Know thyself, know thy secrets; when you come to the table, you won’t be beaten.

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Contributors

  • 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.

Our Advice

Critical Insight

  • 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.

Research & Tools

1. Get the agreement you want

Review the 10 secrets of ITSM licensing along with key steps of the contract negotiation process.

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Member Testimonials

Unlock Sample Research

After each Info-Tech experience, we ask our members to quantify the real time savings, monetary impact, and project improvements our research helped them achieve. See our top member experiences for this Blueprint, and what our clients have to say.

Client

Experience

Impact

$ Saved

Days Saved

Delta Dental Washington

Guided Implementation

9/10

N/A

1

Delta Dental Washington

Guided Implementation

9/10

N/A

N/A

Rooms To Go

Guided Implementation

9/10

$63,667

10

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