IT procurement professionals face increased pressure to deliver efficiencies and cost-savings as businesses assess their finances amidst evolving demands. Finding innovative ways to deliver value back to the business and gain the competitive edge requires effective IT procurement processes.
All software and cloud negotiations will benefit from a formalized two-phased approach to negotiation, and to help procurement teams get a handle on this strategy to achieve the best optimized outcome, we have compiled a Best Practice IT Procurement Guide.
The Guide will look at the current challenges faced by IT procurement today, from the lack of accurate data on current usage to support future requirements and business strategies, to the changing shape of software contracts as cloud migration increases. We’ll then take you through Livingstone’s tried and tested two-phase procurement strategy.
The two phases of IT procurement
When it comes to negotiating software and cloud deals, preparation is key and planning should start up to 12 months before the renewal date. At Livingstone Group, we advocate the following two-phase approach:
In this first phase, the guide will look at how to:
In the second phase of Livingstone’s approach, the guide looks at how to:
Successful vendor negotiations are mainly comprised of solid, well thought-out plans and presenting a compelling, intelligence-led case that the vendor cannot deny. If you have an optimized BOM, a picture of your ideal contract and unified stakeholders, then you’ll have everything you need for a smooth negotiation process.
ABOUT THE AUTHOR
Author: Ian Camino – Chief Revenue Officer, Livingstone Group
Ian joined Livingstone Group as Chief Revenue Officer, through the acquisition of Cloud Optics. He is a globally experienced leader in Software Sales, Consulting Services and Software Asset Management, with over 18 years’ experience in Software License Consulting. He has worked across all different types of client sizes and verticals within Europe and North America.
Prior to joining Cloud Optics, Ian was responsible for building, transforming, and leading one of the largest specialist consulting practices in EMEA. He has a successful track record of designing and building Cloud Applications that facilitate the delivery and management of key License Consulting project components.