- Internal stakeholders usually have different – and often conflicting – needs and expectations that require careful facilitation and management.
- SaaS solutions bring forth a unique form of “switching costs” that can make a decision to migrate solutions financially, technically, and politically painful.
Our Advice
Critical Insight
- Conservatively, it’s possible to save 5% of the overall IT budget through comprehensive software and SaaS contract review.
- Focus on the terms and conditions, not just the price.
- Learning to negotiate is crucial.
Impact and Result
- Take control of your SaaS contract negotiations from the beginning.
- Look at your contract holistically to find cost savings.
- Guide communication between vendors and your organization for the duration of contract negotiations.
- Redline the terms and conditions of your SaaS contract.
- Prioritize crucial terms and conditions to negotiate.
Member Testimonials
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.
9.4/10
Overall Impact
$47,570
Average $ Saved
8
Average Days Saved
Client
Experience
Impact
$ Saved
Days Saved
Cross Country Mortgage, Inc.
Guided Implementation
10/10
N/A
1
State of Montana ITSD
Guided Implementation
9/10
$2,458
2
Bapco
Guided Implementation
7/10
N/A
N/A
Workshop: Negotiate SaaS Agreements That Are Built to Last
Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.
Module 1: Collect and Review Data
The Purpose
- Assemble documentation.
Key Benefits Achieved
- Understand current position before going forward.
Activities
Outputs
Assemble existing contracts.
- Business Use Case.
Document their strategic and tactical objectives.
Identify current status of the vendor relationship and any historical context.
Clarify goals for ideal future state.
Module 2: Define the Business Use Case and Build a Stakeholder Team
The Purpose
- Define the business use case and build a stakeholder team.
Key Benefits Achieved
- Create a business use case to document functional and non-functional requirements.
- Build an internal cross-functional stakeholder team to negotiate the contract.
Activities
Outputs
Establish a negotiation team and define roles.
- RASCI Matrix
Write a communication plan.
- Communications Plan
Complete a business use case.
- SaaS TCO Calculator
- Business Use Case
Module 3: Redline the Contract
The Purpose
- Examine terms and conditions and prioritize for negotiation.
Key Benefits Achieved
- Discover cost savings.
- Improve agreement terms.
- Prioritize terms for negotiation.
Activities
Outputs
Review general terms and conditions.
Review license and application specific terms and conditions.
- SaaS Terms and Conditions Evaluation Tool
Match to business and technical requirements.
- SaaS Contract Negotiation Terms Prioritization Checklist
Redline the agreement.
Module 4: Build a Negotiation Strategy
The Purpose
- Create a negotiation strategy.
Key Benefits Achieved
- Controlled communication established.
- Negotiation tactics chosen.
- Negotiation timeline plotted.
Activities
Outputs
Review vendor and application specific negotiation tactics.
- Contract Negotiation Tactics Playbook
Build negotiation strategy.
- Controlled Vendor Communications Letter
- Key Vendor Fiscal Year End Calendar