Modern Approach To Cloud Software (Saas) Negotiations

Useful tips and exercises for SaaS buying

What you'll learn

Overview of the modern SaaS negotiations pillars, trends, and challenges

Critical problems in SasS negotiations like the information asymmetry between buyers and sellers

Key aspects of negotiations, e,g,, licensing model and a sourcing strategy

Practical cases and examples of negotiations with well-known vendors

Requirements

Basic understanding of cloud computing services

Any experience in SaaS negotiations to recognize familiar situations and issues

Willingness and capability to learn

Description

Software as a Service (SaaS) procurement refers to acquiring cloud-based software applications on a subscription basis rather than through traditional software licensing models. One of the critical specifics of SaaS is its flexibility. Businesses can select from software solutions tailored to their specific needs without physical ownership constraints of long-term capital commitments. Just as SaaS is flexible, so should the act of its buying. We no longer buy physical objects but unique services that require a custom approach, even upon contract signature and renewal with the same vendor. Moreover, SaaS procurement often involves a pay-as-you-go pricing structure, providing cost predictability and easy scale-up and down of the license mix. Despite its advantages, SaaS procurement is complex. There are no boilerplate sourcing scenarios, security and compliance considerations are vital, many customers pay for underused or idle licenses, and scale-down is challenging.Nevertheless, SaaS is a new reality - no more physical objects or perpetual licenses; it's buying all about professionalism in pricing, contracts, compliance, and many more.This course will explain the notion of SaaS, highlight related negotiation specifics, and blend the theoretical material with helpful practical exercises. By the end of this training, attendees will emerge equipped with the skills and expertise necessary to navigate the complexities of SaaS procurement confidently. They will be empowered to make strategic decisions, mitigate risks, and drive impactful changes, optimizing SaaS solutions for sustainable growth and competitive advantage of their businesses.

Overview

Section 1: Setting the scene for SaaS.

Lecture 1 Introduction

Lecture 2 Modern dynamics of SaaS negotiations

Lecture 3 Information asymmetry between a buyer and a seller in SaaS negotiations.

Lecture 4 Practice #1 : TCV, ACV, and NPV in SaaS context.

Lecture 5 Buyclasses from the Buygrid Theory.

Lecture 6 NIST Cloud Computing Model

Lecture 7 Cloud Services

Lecture 8 Software license units of measure

Lecture 9 Practice #2: Workday licensing model

Lecture 10 Product vs. Service

Lecture 11 Software maintenance and support

Lecture 12 Importance of the Software Asset Management and ISO 19770-1:2017 Standard

Section 2: Critical Aspect of SaaS Negotiations

Lecture 13 Practice #3 : SaaS Licensing tips and tricks.

Lecture 14 SaaS negotiation plan

Lecture 15 SaaS contract checklist

Lecture 16 Distributive and integrative negotiations

Lecture 17 Practice #4 The critical SaaS offer analysis

Section 3: Final Quiz

SaaS current or prospective buyers or IT vendor management experts,IT professionals engaged in the SaaS acquisitions,General business public,IT procurement professionals and rookies