Negotiate SaaS Agreements That Are Built to Last

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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.

Negotiate SaaS Agreements That Are Built to Last Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out how to redline and negotiate a SaaS agreement, review Info-Tech’s methodology, and understand the different ways we can support you in completing this project.

Negotiate SaaS Agreements That Are Built to Last – Executive Brief

1. Gather requirements

Build and manage the stakeholder team, and then document the business use case.

2. Redline contract

Redline the proposed SaaS contract.

3. Negotiate contract

Create a thorough negotiation plan.

About Info-Tech

Info-Tech Research Group is the world’s fastest-growing information technology research and advisory company, proudly serving over 30,000 IT professionals.

We produce unbiased and highly relevant research to help CIOs and IT leaders make strategic, timely, and well-informed decisions. We partner closely with IT teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.

What Is a Blueprint?

A blueprint is designed to be a roadmap, containing a methodology and the tools and templates you need to solve your IT problems.

Each blueprint can be accompanied by a Guided Implementation that provides you access to our world-class analysts to help you get through the project.

Table of Contents

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Guided Implementation 1: Gather requirements

Call 1: Create negotiation team
Call 2: Write communication plan
Call 3: Document use case

Guided Implementation 2: Redline contract

Call 1: Review and redline general terms and conditions
Call 2: Review and redline SaaS-specific terms and conditions

Guided Implementation 3: Negotiate contract

Call 1: Negotiate contract

Authors

Scott Bickley

Laura Trabucco

Contributors

Christiaan Murphy, Global Software Category Manager at CGI
Jeffery I. Gordon, SVP, author of Software Licensing Handbook & Mortgage Lending Vendor Operations Manager at BT&T
David W. Tollen, author of The Tech Contracts Handbook, Attorney & Founder at Sycamore Legal, P.C.