- Organizations examining a move to Workday or renewing a contract struggle to gain information and leverage in the negotiation process on commercial components such as pricing transparency, contractual flexibility, terms, and license use rights.
- Implementations and customization can become difficult if adequate planning steps and communication are not taken beforehand.
- The FSE Worker Calculation formula is used in the pricing process and can be negotiable.
- Information and training documentation must be searched in online handbooks, making it difficult to find and time consuming
- Workday’s partner ecosystem, while closely managed, isn’t flowing with resources. Finding the right partner, at the right cost to support an implementation can be challenging.
- Know which defined areas of the agreement can be negotiated and which can't.
- Workday closely manages the Partner ecosystem and requests feedback on how to better support and implement its technologies. However, resource availability and talent management can be difficult as not many have the necessary skills.
- Recognize and accept that you’ve chosen the premium priced product in the market, so be prepared to pay up for best-in-class capabilities on a cloud-native ERP platform.
Impact and Result
- Focus on needs first. Conduct a thorough needs assessment and document the results. Well-documented worker counts by category and licenses required will be your best asset in navigating Workday licensing and negotiating your agreement.
- Ensure the chosen implementation partner isn’t simply an integrator but provides consultative help and service.
- Leverage executive relationships, downstream increased spending opportunities, and effective communication to drive and manage the relationship and attain necessary information to make effective decisions.
This guided implementation is a nine call advisory process.
Guided Implementation #1 - Understand Workday
Call #1 - Understand Workday’s business model
Call #2 - Competitive options
Call #3 - SWOT Analysis
Call #4 - Conduct due diligence and requirements gathering
Guided Implementation #2 - Understand licensing, negotiate commercial terms, and purchase