Adam Mansfield is the Director of Services at UpperEdge and leads the Microsoft and Salesforce.com practices. He advises senior executives during their most strategic IT vendor negotiations.
The competitive landscape is heating up. As Google Cloud aggressively approaches enterprises to get a foot in the door, Microsoft is going to great lengths to keep them out.
Whether you are establishing an outsourcing relationship for the first time, preparing for a sourcing event, or getting ready for a painful renewal discussion with your incumbent service provider, there is no circumstance where an outsourcing agreeme
The most common negotiation tactics often don’t work if used during cloud renewals.
When considering a software vendor’s cloud offering, it's critical to think as much about how they structure the subscription agreement.
Enterprises must ensure their cloud subscription agreements and relationships with SaaS vendors are structured in a way that allow them to leverage the considerable advantages of this 21st-century cloud delivery model.
If IT vendors can help alleviate the frustrations voiced by buy-side companies, they may find themselves more successful during a sourcing event.
It is almost impossible to avoid the cloud in any sized organization, but negotiating with your software provider means several key considerations need to be addressed to ensure you execute a best-in-class cloud agreement.
If done correctly and with the proper level of insight, there are ways to mitigate the risks associated with such breaches.