VendorVision TM Worksheet The Insider s Guide to Negotiating Software Deals
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1 VendorVision TM Workshee The Insider s Guide o Negoiaing Sofware Deals Miigo Parners, Inc. San Diego (760) Miigo Parners, Inc. VendorVision TM Workshee
2 VendorVision TM Workshee The Insider s Guide o Negoiaing Sofware Deals This free workshee oulines he 50+ pricing and business erms ha are explored in deail and fully inegraed in he VendorVision TM produc. Like mos VendorVision TM users who are experienced IT and sourcing execuives, you are likely negoiaing he majoriy or all of hese iems oday, bu will appreciae: using vendor perspecive o improve savings and business erms having advanced resources for everyone involved in sofware negoiaions receiving coninual enhancemens and having access o a pool of bes pracices Here s wha some of Miigo Parners cusomers are saying abou he produc: "VendorVision TM is a good resource for sofware negoiaions while VendorVaul TM gives us he financial and sraegic daa we need wihou having o do he research. Tom Nimble Direcor of IT Procuremen, Lowe s Companies "Having real-ime access o vendor specific insigh and consolidaed supplier daa is unique. We find i very valuable. Sue Carmody Direcor of Sraegic Sourcing and Alliances, CVS Corporaion "VendorVision TM is a pracical ool and a solid raining componen for our enire procuremen eam. John Brown Manager of Procuremen, Misubishi Moors Norh America The VendorVision TM se of ools is coninually updaed based on changes in he sofware indusry, feedback and conen from Global 2000 cusomers and professionals wih domain experise. Please call Miigo Parners o review he conen ha goes wih his workshee and o learn more abou vendor specific offerings: (760) Miigo Parners, Inc. VendorVision TM Workshee
3 SOFTWARE LICENSE ISSUES VENDOR STARTING NEGOTIATED FINAL BUYER TARGET BUYER STARTING BENCHMARK POSITION POSITION POSITION POSITION POSITION VendorVision TM VendorVision TM Pilo Sofware License Price License Model License Term License Conversion Non-Producion Licenses License Fees for Non-Corporae Use Addiional Licenses Beyond Iniial Purchase Embedded Sofware Open Source Sofware Sofware Accepance License Paymen Terms Workshee 1 of 5
4 SUPPORT & MAINTENANCE ISSUES Conen Suppor & Mainenance Price, 1s Year Suppor & Mainenance Price, 2nd, 3rd & 4h Years Suppor & Mainenance Price, 5h Year & Beyond Suppor & Mainenance for ASP Models Suppor & Mainenance Validiy Period Sofware Upgrades Included wih S&M Agreemen Suppor on Superseded Versions Suppor Phone Hours Help Desk Response Time Time o Repair wihou Incurring a Penaly Penaly for Overruns on Repair Times Suppor & Mainenance Paymen Terms Workshee 2 of 5
5 TRAINING & PROFESSIONAL SERVICES ISSUES Conen Training Cos, Iniial Training Cos, Addiional Time & Maerials (T&M) Professional Services Raes T&M Professional Services Rae Adjusmen Fixed Bid Implemenaion Services Access o Funcionaliy Creaed from Services Travel & Expenses Training & Services Paymen Terms Workshee 3 of 5
6 GENERAL ISSUES Conen Warrany Documenaion of Offerings Source Code & Escrow Limiaion of Liabiliy Indemniy Sofware License Compliance Audis Audiing he Sofware Vendor Assignmen Term & Terminaion Paricipaion in Reference Aciviies Sarbanes-Oxley (SOX) & Revenue Recogniion Workshee 4 of 5
7 SOFTWARE AS A SERVICE (SaaS) Conen SaaS Inroducion SaaS Evaluaion Period SaaS Pricing Model SaaS License Term SaaS Term & Discouns SaaS Se-up Coss SaaS Training Coss SaaS Configuraion Coss SaaS Daa Consideraions SaaS Suppor & Mainenance SaaS Service Level Agreemen (SLAs) Workshee 5 of 5
Performance Center Overview. Performance Center Overview 1
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