Leveraging software offerings means looking beyond price

Your company’s software license renewal is right around the corner, and you are anticipating a tough contract re-negotiation. The business wants to add more licenses and new products, however, you’re also expecting a potential price increase. You have not budgeted for a larger deal, but you want to enable your team and ensure you’re getting the most out of your software investment.

So, before you sign another multi-figure deal, stop and ask yourself these key questions:

1. Are we proactively preparing? Strive to get ahead and control the dialogue from the driver’s seat rather than waiting for the vendor to come to you with a proposal to continue with terms that require a price increase. Position your organization to proactively define what you want from your renewal. It is also critical to align with your marketing, sales, procurement and IT leaders to establish a solid communications strategy to control messaging during negotiations.

2. What are we truly using? Maybe there are glaring opportunities due to a roadmap change, or your last renewal included the purchase of a new product that has not led to full user adoption. Often, the opportunities are more subtle with new users consistently needing to be added to core products, creating a perception of growth, but really there is a swath of licenses that are not being used frequently that was previously provisioned. Work with the vendor to understand login metrics such as frequency and time in the tool.

Read the original article from SCMR