The software category presents unique challenges for sourcing and vendor management departments. Software companies have their own processes, terminology, and customs that buyers don't experience with any other kind of vendor. What's more, these vary widely between different companies and change over time as technology evolves. IT procurement professionals need to stay abreast of current trends and learn about the latest best practices that their peers are using to negotiate, monitor, and control their software license agreements.
This one-day Workshop enables participants to create effective negotiation strategies for their future software purchases. It also highlights the most significant risks within existing contracts that could cause acrimonious disputes and unexpected costs if IT departments fail to keep them under control. The Workshop focuses mainly on large companies such as IBM, Microsoft, Oracle, and SAP, but most of the advice also applies equally to small and medium-size suppliers.
Forrester's Software Negotiation Workshop could enable you to save 10% or more on your future software purchases and help you avoid license compliance disputes that could be profoundly damaging to you and your company. It explains:
- Software companies' unique business model and how that drives sales reps' behavior.
- The effect of the latest technology developments on existing contract terms.
- How new commercial and delivery models, such as software-as-a-service (SaaS), are changing the traditional perpetual license model.
- Vendor-specific tips and techniques for the four major publishers — IBM, Microsoft, Oracle, and SAP.
- The major risks in dealing with these powerful suppliers.
- Where software companies will make concessions and where they will refuse to budge.
- The key elements of effective license management programs.
- Pricing and licensing trends that you can expect to see in 2011 and beyond.
- The negotiating tactics that have been most successful. Forrester provides actionable advice from its research over the past year and encourages knowledge sharing among the participants.
Who Should Attend?
The Workshop is aimed primarily at Sourcing & Vendor Management professionals who set negotiation strategy and lead the process of working with software suppliers. It's also valuable for people in other roles who participate extensively in software purchasing and license management, such as Enterprise Architecture professionals, Infrastructure & Operations professionals, and CIOs.
Why Attend?
- Work closely with Forrester analysts. Attendance is limited to maximize client-analyst interaction.
- Understand the trends and technologies that matter most to your role, so you can make informed decisions and gain a competitive advantage.
- Complete hands-on exercises by applying the same methodologies that Forrester analysts use for their own research.
- Network with peers facing similar goals and challenges.
- Leave with an action plan and strategy that will generate new growth for your company.