Effective IT negotiations will protect you from unfavourable contract terms, high initial pricing, run-away future pricing and support charges.
IT Vendors have an obvious advantage at the negotiation table. Shouldn’t you level the playing field?
The vendor’s superior product knowledge and relevant experience can overwhelm a buyer’s purchasing team.
Mergers and acquisitions in the IT industry, with Oracle as a prime example, are creating powerful vendor groups and more complex deals. Meanwhile, the buyers are under increasing pressure to control costs with little or no leverage to negotiate against a more highly experienced vendor sales force.
At RMG we negotiate and re-negotiate IT deals every day. We see the same vendors over and over again across different accounts. The concessions we have gained in price, terms and support in the past allow us to do better deals for you in half the time. When you are making a long-term commitment to any technology direction and risking a significant amount of your budget, it makes sense to add expertise and level the playing field with the vendor.
If you are considering an independent specialist to help get a project started, get a bogged-down project finished or to handle a deal from start to signature, we can assist you.
CIO’s, strategic sourcing specialists, corporate lawyers and renowned organizations across North America have turned to Phil Downe, one of the industry’s most trusted practitioners, for his expertise in technology negotiations.
Utilizing tools and techniques developed and refined over a 30-year career, Phil has assisted many of North America’s top corporations with the acquisition of computer systems, software licenses and services with major vendors such as CA, EMC, HP, IBM, Microsoft, Oracle and SAP.
Articles & Presentations, by Phil Downe:
- Pitfalls & Pointers on Print
- Controlling Software Maintenance Fees
- Virtualization and other Licensing Pitfalls
- Negotiating for Professional Services
- The All-you-can-eat Software Buffet
- Strategic Sourcing in a Changing IT World
- A Primer for ERP Acquisitions
- Out is In – IT Outsourcing is Coming
- IT Agreements Need a Pre Nup
- Alternative Structure for Software Implementation Agreements
- Just Print IT
- Lethargic Leasing
- Cloud Buying
- Telecom Contracts