• SAP Negotiation Alert
• Supplier Management for IBM
• NET(net) University - Class of 2010!

SAP Negotiation Alert

If you have an existing agreement or are considering a new agreement with SAP - watch out. New language is emerging that is extremely concerning.

SAP appears to be including new language into its Agreements, Amendments and Appendices which may limit the contractual rights of its customers, disallowing any future termination of maintenance and support services, of any software and users on an ad hoc or line item basis, or termination of any individual appendix.  SAP's language suggests the only way it will contemplate any kind of maintenance and support services termination is if it applies to all Appendices and licensed software.

See the full Blog Post here.

Supplier Management for IBM

Many Clients report difficulty in managing their multi-dimensional relationships with IBM. The typical IBM account management approach is to deal with its customers in silos, treating them like many small companies instead of one big company. This creates inefficiency on the Client side and results in unacceptable levels of sub-optimization.
 

NET(net) has helped many Clients develop a Strategic Supplier Management program for IBM, resulting in lower overall costs of ownership and improved overall Client value for the deployment and consumption of IBM technologies.

Click here for Tactical and Strategic Guidance on IBM. 

NET(net) University - Class of 2010!

Clients have long requested training and education from NET(net) on a variety of topics including negotiation best practices.  NET(net) is now offering a Client workshop through NET(net) University that provides select Clients with a full day of intense training that offers negotiation lessons, a framework for dealing with multi-dimensional negotiations, and practical "at the bargaining table" experience on negotiation best practices.  

The NET(net) Negotiation Workshop provides participants with a complete understanding of how the art and science of negotiations can be leveraged to create, capture and sustain value. Participants leave with the ability to understand the dynamics of negotiations in complex IT deals, and have all the tools they need to craft long term sustainable business relationships.

Click here to request a course description.

SIM - Alabama Chapter

March 17 - The Club, Inc.

Join our SVP, Value Creation Scott Braden.

Scott will be speaking on the topic of "1H2010 State of Play” in negotiating with Microsoft. Join Scott for a 45-minute update on how Microsoft’s new products and policies are affecting their customers and what customer can do to leverage those changes for contractual benefit going forward. 2010 is proving to be a critical year for Microsoft on many fronts. While some view the company as bloated and slow-moving, NET(net) has noted that Microsoft continues to respond very quickly to competitive threats and builds new precuts and services for continued financial growth. In recent months, Microsoft has made subtle changes to its standard licensing contracts and policies, as well as changes to its strategies and tactics when negotiating with customers.

Contact the Alabama Chapter for event information.

SIM - Detroit Chapter

March 31 - MGM Grand Casino

Join our President & CEO Steven Zolman as he will be speaking on the topic of "Negotiating Best Practices."

The Negotiation Best Practices Session gives participants actual hands on experience at the bargaining table in multi-party negotiation scenarios. Players will learn how to use cooperation and defection strategies to create value, capture value, and structure their very own winning deal scenarios. Participants will gain a deeper understanding of how to control the bargaining table, how to manage the participants in the negotiation, and how to maximize the amount of value they can generate during the negotiation process.

Contact the Detroit Chapter for event information.

NET(net) In The News:

Microsoft Adds Rental Option for Office, Windows

According to SVP, Value Creation Scott Braden, Microsoft is merely plugging a hole in its licensing.  "In the past, these types of business have skirted the gray areas of the license rules -- and in many cases stepped right across the line, since the Microsoft EULAs do clearly prohibit rental of the software.  I see this as a relatively minor announcement for many customers, but quite significant to those companies who are affected."

'Nightmare' at Microsoft's Volume Licensing Sites

SVP, Value Creation Scott Braden notes the irony of users paying for Software Assurance and having to wait to gain access, especially since Software Assurance requires upfront payment for "non-guaranteed, undefined future products."

Blog Series: Microsoft Offers True "Rental" of Office, Windows

On first blush, the new Rental rights may be useful in cases where clients need to have temporary usage of a product set on seasonal or project-based needs, where the user count will increase then decrease in a period of less than a year.

Read More

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