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jonerp : negotiations   15

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
When is it Time to Say Goodbye to Accenture, Deloitte, IBM or KPMG?
"Here are a few signs to look for:

You are in deployment mode and your cost per day for ERP consultants is greater than 15% of the rate you would pay for a solid independent
The SI’s team lacks experience and you are spending more time developing their talent than your own
You need fresh ideas to solve new problems and the SI team you hired is not qualified
Your SI is attempting to spread its influence well beyond your program without your direction"
system  integrators  accenture  business  transformation  contract  negotiations  deloitte  ibm  it  cost  reduction  project  implementation  kpmg  governance  integrator 
january 2019 by jonerp
Is SAP More Flexible Than You Think?
"While some customers may have constructive criticism for SAP related to Indirect or Digital Access, it is often important to take a step back"
sap  contract  negotiations  s  4  hana  transformation  4hana 
november 2018 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
ServiceNow Q1 2018: Winning the Upsell
"From Q4 of last year to this past quarter, ServiceNow’s renewal rate raised from an already staggering 97% to 98%. When you couple that with increased pricing, additional solutions, and stickiness to your organization, it only becomes more important to leverage their expansion during your negotiation."
contract  negotiations  servicenow  financials  salesforce  workday 
may 2018 by jonerp
SaaS Matters: Key Caveats for SaaS Contracting
"In these cases, enterprises should challenge their various SaaS vendors to include the ability to scale up and down as needed during the term of the Cloud subscription agreements. That means, as usage decreases, SaaS vendors should provide the customer the ability to reduce the commitment to align with actual need at that point in the term, with a corresponding reduction of the fees or a credit towards future usage."
cloud  contract  negotiations  uncategorized  agreements  microsoft  on-premise  oracle  saas  salesforce  sap  servicenow  workday 
april 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
Bold Claims in Oracle’s FY18 Q2 Earnings - via @UpperEdge
"Customers who have done their preparation and have developed a sound negotiation strategy and approach will have significant leverage in negotiations with Oracle — not only buying Cloud subscriptions, but also on a more robust deal that may include on-premise software, hardware, and even services and training components. Oracle will be prepared to negotiate if customers know what to ask for and are not fearful of an audit because they have conducted the necessary due diligence to be confident they are in compliance."
cloud  contract  negotiations  oracle  migration  to  the  on-premise  license 
january 2018 by jonerp
The Role of the CIO: A Playbook for Managing an SAP Relationship
"Well in advance of any partnership or commercial discussion, these leaders naturally engage their network of colleagues, counterparts, and advisors to inform and refresh their perspective on SAP. They invest in understanding SAP’s corporate, go-to-market, and product and services strategies, and they obtain detailed market intelligence on SAP’s organizational structure, business and pricing practices. Employing this approach enables them to fully assess relationship opportunities, compliance risks, and overall optimization prospects."
erp  program  management  sap  managing  your  relationship  negotiations  team 
december 2017 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
The H-1B Visa Pivot: A major opportunity for Indian outsourcing - by @dealarchitect
"Dr. Michio Kaku is correct. The US (and the West) will continue to need all kinds of unique talent. Wikipedia lists some of the specialty occupations the H-1B was originally designed for – biotechnology, chemistry, architecture, engineering, mathematics, physical sciences, social sciences, medicine and health. There is no law that says Indian firms should continue to only focus on IT or administrative BPO skills. They could diversify and provide highly qualified talent and IP in many other STEM fields."
trends  &  concepts  globalization  and  technology  offshoring  negotiations  best  practices 
february 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
Interview with Malcolm Frank of Cognizant: Davos and Digital - by @dealarchitect
"Around the Code Halos book, I think the key nugget people picked up was that any person, place, or thing is going to have a virtual life as well as a physical life. It has its digital twin. We have seen a number of our clients pick up on that. It resonates with them. That clearly has been a very helpful construct."
industry  commentary  outsourcing  negotiations  best  practices 
april 2016 by jonerp

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