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Discover the Secrets of ITSM Licensing

Know thyself, know thy secrets; when you come to the table, you won’t be beaten.

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Contributors

  • Jason Kaul, Service Desk Supervisor, StarTech.com
  • Jacob Crogie, Business Analyst, StarTech.com
  • Eric Pierson, ITS Director, City of Durango
  • Kevin Vigil, IT Director, Southwest Care Center
  • Stephen Tate, Global End User Services Director, Babcock & Wilcox Company
  • Adam Schaffer, Service Desk Lead, Babcock & Wilcox Company
  • Andy Gutgsell, IT Service Manager, Bridgestone

Your Challenge

  • Vendors do contract negotiations for a living, but IT leaders are generally inexperienced at the process.
  • IT leaders are unaware of what their negotiation options are and often miss red flags or negotiable areas in contracts.
  • Vendors use a variety of sales tactics that may seem to provide value but typically require better introspection into process and strategy first.

Our Advice

Critical Insight

  • Don’t negotiate solely based on price. ITSM tools have progressed far beyond table stakes to have one-dimensional negotiations. Be rigorous with your requirements gathering before approaching your vendor for negotiation.

Impact and Result

  • Knowledge of ITSM licensing secrets that can readily applied to contract negotiation.
  • Improved knowledge of contract negotiation tactics.
  • IT leaders can expect to get the licensing agreement that’s the best fit for their organization.

Research & Tools

1. Get the agreement you want

Review the 10 secrets of ITSM licensing along with key steps of the contract negotiation process.

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