The ITAM Review

News, reviews and resources for worldwide ITAM, SAM and Licensing professionals.

Tag: negotiation

Articles

  • What is the first step in negotiating with Microsoft?

    Steve Covert This article is an interview with Stephen Covert, Manager of Vendor Services at Highlights for Children, Inc, and is based on his recent presentation “ITAM is the first step in negotiating with Microsoft” at the IAITAM Fall conference last month. So what...

  • How to set up the optimal negotiating team

    This article has been contributed by Daryl Ullman from Emerset. The article is an extract from Daryl’s recently updated book ‘Negotiating with Microsoft‘. How to set up the optimal negotiating team Preparing for a volume licensing agreement with a software vendor is a cross-company...

  • How to prepare for a major contract negotiation

    "Be Prepared" This article has been contributed by Daryl Ullman from Emerset. The article is an extract from Daryl’s recently updated book ‘Negotiating with Microsoft‘. While individual users purchase a license or two from a supplier or perhaps from the...

  • Gartner: Use Market Forces to Drive Licensing Negotiations

    "Show me the money!" ~ Tom Cruise I studied Economics at University many moons ago. So I felt a mixture of both fascination and nostalgia when Gartner Analyst Stewart Buchanan started using demand and supply curves to describe the business value of SAM. I attended the London...

  • Software Vendor Negotiations: When To Get a Lawyer Involved?

    This article has been contributed by Scott D. Rosenberg of Miro Consulting. As consultants who help companies during software negotiations and audits, we often get involved with their internal legal counsel, and occasionally their external counsel.  Senior executives usually believe...