How can you prepare for negotiations?
Many people who are entering software contract renewals for the first time, might not know where to start and from the outside, this can look daunting. The process begins with building a good understanding of your current licensing position as the basis for re-licensing and future purchases. This might sound obvious but not all companies take this bottom-upwards approach.
You might be positively surprised by the findings. Maybe everything is already aligned with your needs and you have the right software and systems in place and the correct number of licences to help with operational performance and compliance. On the other hand, you may shine a light into dark, previously unseen areas where improvements can be identified, investments planned, and savings achieved.
This knowledge forms the basis for creating a technology roadmap for your company that is in step with technological developments and new releases, against the backdrop of macroeconomic changes which can have a bearing on pricing and a software vendor’s commercial strategy.
In a rapidly evolving technology market, it’s important to at least have general plans for the direction in which your company is heading to maintain your competitive edge. Are there benefits from moving to SaaS and the cloud? Are you upgrading or moving your own physical or virtual server or datacentre infrastructure? These plans are enabled by internal planning conversations with all stakeholders in addition to involving third-party software and service experts like SoftwareOne.
It’s also imperative that your roadmap includes practical steps for helping you achieve your goals and underpin success. For example, it’s one thing to say that you want to deploy Microsoft Defender, deprecate Proofpoint or deploy Intune but it’s another to understand how you will get there.