如何准备IBM软件协商

Mark Bartrick是Forrester Research，服务采购和供应商管理专业人万博体育下载app士的高级分析师。

作为任何采购和供应商管理（SVM）专业人员将告诉您，软件谈判IBM没有简单的任务。近年来，由于IBM扩大了其软件和服务的范围，其定价和许可指标已经增长越来越复杂，导致SVM专业人员的严重头痛。所说，成功的谈判不是不可能的 -new Forrester report, my colleagues and I show that with preparation, patience, thorough due diligence, and an understanding of IBM’s licensing and pricing nuances, it is possible to construct a deal that satisfies all parties.

First and foremost, SVM pros need to do their homework. While it may not be possible to fully master all of IBM’s licensing nuances, you need to have at least a basic understanding. Some initial ideas to help you get started are:

• 注意超链接。Some of IBM’s agreements include hyperlinks to their website and its licensing policies, which can be changed at IBM’s discretion. Pay attention to these hyperlinks to stay up-to-date on the changes or include in your agreement that any changes must be communicated to you in advance.
• 考虑缩小许可以削减您的成本。大型机和分布式产品都可以以全容量或子处理模式部署。虽然子步废方式需要额外的努力来监控和管理，但它也意味着您只需支付所使用的实际容量，并且通常会导致较低的软件成本。
• Review how your organization currently licenses IBM products.如果您已经是IBM客户，请检查您今天是否如何许可IBM的产品。您可能会发现IBM最近改变了它许可某些产品的方式，因此只需以前就可以续订您可能是错误的。
• Audit your license usage.Run your software asset management tools to check what your actual IBM usage is and to compare to your current IBM license entitlement. This can help you quickly reveal compliance issues and suggest better ways to manage licenses and optimize subcapacity options.

一旦你对许可指标有了基本的理解，就是时候考虑定价了。就像许可一样，IBM的定价模型已经变得更加令人困惑，因为他们扩展了他们的产品组合。如果太压倒了，您可能需要带来独立的市场分析师，以扩大您的知识。与IBM谈判定价的一些提示包括：

• Understand IBM’s Passport Advantage program.坚持IBM完全解释其体积折扣，您目前坐在各种折扣乐队。
• 观看IBM的特价折扣。Occasionally IBM reveals special discount offerings such as competitive replacement programs or time-restricted discounts, so it’s worth monitoring IBM’s sales activity.
• Consider multiyear deals to gain bigger discounts.考虑与IBM的多年度协议作为使其降低其支持/维护成本的动机。
• Review an annual spend cap with IBM.客户常常在其年度企业许可协议（ELA）上限上过度，然后发现他们在年度欠款。尽量确保您在最佳水平下盖住，并且不会太高。