Agreeing terms.
WHAT TO ESTABLISH ABOUT PRICING
What is included What is charged separately Currency What happens at renewal What price increases are permitted
WHY RENEWAL TERMS MATTER MOST
Initial discounts frequently disappear, and switching is expensive by then.
WHAT TO NEGOTIATE
Multi-year pricing certainty Caps on increases Pricing at expected future user counts
WHAT LICENSING MODELS EXIST
Per user, named or concurrent Per transaction or volume Per module Enterprise-wide
WHAT TO MODEL
Cost at your size in three years.
WHAT TO ASK ABOUT
Users who only view information Occasional users External users, such as customers or suppliers
WHY
They are frequently charged as full users unless negotiated.
WHAT IMPLEMENTATION TERMS SHOULD DEFINE
Scope, precisely Deliverables and acceptance criteria Responsibilities of each party What happens if dates slip How changes are priced
WHAT TO NEVER ACCEPT
Undefined scope with an estimate Payment entirely in advance
WHAT TO ESTABLISH ABOUT DATA
That it is yours That you can export it, in a usable format What happens to it on termination
WHAT TO HAVE REVIEWED
The contract, by someone competent.
