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jonerp : licensing   12

5 Commercial Terms to Address in Workday Negotiations
"In an ideal world, you could obtain a current and complete price list, but Workday keeps this close to the vest and will not readily provide an itemized price list. However, they have provided customers with some level of visibility into list prices, so it is worth pressing Workday to at least provide the list price for each product listed in their proposal.

Ambiguous price lists are common among vendors, but unlike many other ERP providers, Workday’s list prices can vary per product"
workday  commercial  terms  contract  negotiations  renewal  enterprise  agreements  it  sourcing  vendor  management  licensing  negotiation 
march 2019 by jonerp
Why Oracle’s Government Legal Battles Matter for Customers
"We are already seeing employees in the technology sector not wanting to work with the federal government or anyone else that they perceive to be part of the social justice problem. Employees are exerting pressure on executive management to forego government contracts that could be used to support issues with which they do not agree, like a boarder wall or military defense. This type of issue could impact Oracle with respect to hiring talent — and customers could also get pressure to no longer do business with Oracle."
oracle  aws  lawsuit  licensing 
february 2019 by jonerp
The High Cost of Anxiety in Negotiations
"Given how many agreements Oracle, SAP, Salesforce and other top-tier suppliers negotiate every year, it is no wonder they get anxious when it comes time to hammer out the final details of contract documents and statements of work. From delivering excessive data points on irrelevant topics, to building massive complexity into pricing and licensing policies, to making every offer a “special offer,” these companies know how to lean on potential clients and existing customers."
contract  negotiations  crm  enterprise  agreements  erp  licensing  negotiation  leverage 
september 2018 by jonerp
Dancing with Salesforce: Make Sure to Stay in Step
"Customers should keep Salesforce’s recent actions in mind as they prepare for their renewals. By anticipating these tactics, customers can shift the focus of these preemptive renewal conversations to what matters to them, the customer, and away from what matters most to Salesforce. Customers should set the agenda for these renewal discussions to ensure the conversation is productive and focused appropriately"
contract  negotiations  salesforce.com  cloud  agreements  renewal  licensing  negotiation  saas  salesforce  sfdc 
august 2018 by jonerp
Salesforce Agreements – Flexibility for Large Enterprises
"If you are a very large enterprise customer, were you aware that there are additional licensing constructs other than the standard MSA? Salesforce has the ability to offer you alternate contract structures that might align more closely with your needs.

Here are a few scenarios where a non-standard contract structure makes sense:

Organizations that have a clear understanding of the products they will need but might be unsure about the total number of users and when each user will need the products.
Organizations that are uncertain of their future product needs but have a defined budget and want the flexibility to deploy products as their users need them.
Organizations that need an unlimited access structure where they have the flexibility to deploy as many users as they want, on any Salesforce product that they want."
contract  negotiations  salesforce.com  ela  enterprise  licensing  agreement  salesforce 
march 2018 by jonerp
3 Keys to Negotiating Successful Cloud Agreements
"In the SaaS category, vendors such as Salesforce.com have been quite successful in gaining significant market share in Customer Relationship Management (CRM) as organizations and their respective sales branches have often led with CRM to start their journey into the cloud. In the Human Capital Management (HCM) space, vendors such as Workday, SAP (through its acquisition of SuccessFactors), and Oracle (through its acquisition of Taleo) are aggressively pushing their cloud-based offerings to the market."
cloud  ibm  it  sourcing  oracle  salesforce.com  sap  workday  agreements  contract  negotiations  licensing  negotiation  saas 
september 2017 by jonerp
Will IBM reinvent software licensing with containers?
"When considering microservices and processes running in a container, it is hard to see how companies will justify asking customers to pay a per month figure. Charging only when the container is live will appeal to many customers. They will be much more relaxed about taking on new microservices and this, in turn, has the ability to fuel a new era of software development. Developers able to see an immediate return on their development are more likely to build more microservices."
blog  homepage  slider  technology  containers  docker  enterprise  edition  ibm  licensing  mainframe  z  systems 
july 2017 by jonerp
Understanding the Long-term Leap to the Cloud
"Cloud vendors are not offering the compelling discounting levels they offered on the initial investments when it comes to additional solutions. Some cloud vendors quickly “disremember” the discounting provided to early adopters and treat each order form independently from the others. This means that the additional solutions executed in the separate order forms could be well below market (e.g., off by 15-30%) when compared to the discounting received on your initial investment."
cloud  erp  program  management  ibm  it  sourcing  microsoft  oracle  salesforce.com  sap  licensing  negotiation  on-premise 
july 2017 by jonerp
Not Open, Not Closed: The Future of Hybrid Licenses - by @sogrady
"The bet here is that the costs of hybrid licenses and the restrictions they impose will outweigh the lack of full source access in open core projects. That as a result the former will see limited adoption even amongst commercial open source organizations that are looking for every revenue opportunity they can find. As clever as the hybrid license might appear as a solution, they come with a significant overhead for buyers and sellers alike, one insufficiently offset by the fact that more source code is visible."
licensing 
june 2017 by jonerp
The State of Open Source Licensing - by @sogrady
"It’s become common in the technology industry today to say that open source has gone mainstream. Evidence for this assertion abounds. From the multiplying number of projects to accelerating participation from vendors who once were dedicated to protecting their source code, open source is more accepted and more of a default by the day. What the industry doesn’t talk as much about is what open source means."
licensing  open  source 
january 2017 by jonerp
Microsoft Q1 2017 – Revenue Growth Dependent on Cloud Adoption
"Microsoft expects Azure revenue and compute usage to continue to grow and beat out AWS when head-to-head. For those enterprise customers with high security and compliance demands, Microsoft is quick to mention that Azure is the most trusted and compliant cloud with more certifications than any other cloud provider (49 to be exact). Look for Microsoft to offer aggressive discounting on the larger deal should there be a willingness to add Azure to the renewal"
microsoft  cloud  contract  negotiations  renewal  licensing  negotiation  office365 
november 2016 by jonerp
The CIO’s Playbook for Managing an SAP Relationship – Role of the CIO
"These executives come prepared with a set of well thought out principles which will serve as the foundation from which they will manage their next generation SAP relationship. These principles are based on a combination of their personal and organizational values; however, they are informed and prioritized based on an advanced understanding of the underlying issues that will arise during the negotiation."
sap  audit  contract  negotiations  erp  implementation  licensing  negotiation 
october 2016 by jonerp

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