What You Need to Know About Negotiating Software Deals

by Ditka Reiner and Mary Welch

Negotiating software deals is a hot topic in the IT media, at trade shows, and in professional development seminars. Users are dissatisfied with their suppliers' licensing and pricing models, contracts, and often intractable negotiating positions. Organizations must come to grips with the reality that suppliers' contracts and pricing models are designed to extract the largest amount of revenue possible while still winning the deal and preserving the opportunity to charge additional fees over the life of the contract. It is not in the best interests of the supplier and its shareholders to change the status quo; therefore, the user must take action.

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What You Need to Know About Negotiating Software Deals November 2004