Organizations considering a Workday solution or a contract renewal struggle to gain leverage and information during the negotiation process. Key issues include pricing transparency and contractual flexibility on terms and conditions. Implementations and customization can become difficult if adequate planning and communication are not taken beforehand.
Through some creative positioning of fee structures and module bundling, Workday has effectively driven fees higher their advantage presently and in future renewals. However, there are four key points where customers can effectively negotiate and mitigate costs in their Workday agreements.
- Full-Service Equivalent (FSE)
- Module bundles
- Consumer Price Index (CPI) & innovation fees
- Implementation go-live date