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jonerp : negotiation   9

HEAD IN THE CLOUDS: Week 8
"This week’s issue discusses Microsoft’s up-selling practices and the often-found and detrimental inconsistent messaging enterprises communicate to their cloud vendors during cloud negotiations."
cloud  hitc  microsoft  negotiation  tactics  ecs  enterprise  suite  mobility  +  security  365  office  secure  productive  spe  windows  10 
7 weeks ago by jonerp
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
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
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
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
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
10 tips for negotiating across cultures
"Regardless of the cultural context, the objective in negotiation is to reach an agreement that mutually satisfies both parties’ interests. Accomplishing that across cultures requires a high level of cultural intelligence (CQ). Jeswald Salacuse, author of The Global Negotiator, suggests ten questions to consider when negotiating across cultures."
negotiation 
may 2015 by jonerp

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