Watch what you are getting into
Negotiating information technology contracts can be tricky. Pricing models are designed to be confusing. Vendors constantly look for new ways to position their products and services, marketing them as a better deal for customers, and disguising the fact that they really are better deals for themselves. Contracts are often written to fully protect the provider, and place the burden of success in the initiative square on the customer's shoulders. There are ways to avoid such traps, and to turn pro-forma agreements into more mutual, less one-sided documents.
- When should you officially accept a software or product: on installation, or when you can qualify the extent to which it satisfies your needs, and matches what was presented to you during the sales cycle?
- Who should pay for development if you identify an industry specific flaw that will ultimately benefit everyone using the software: you or the provider?
- Should you be forced into upgrading the software to benefit from new functionality, or should the provider be providing you with backward compatible software patches so your solution continues to work optimally?
These are just a few examples of typical questions to ask, and points to watch for when reviewing technology or software contracts. Axcelysis has negotiated numerous contractual agreements. We can help you validate that the deal you are getting is a good one, that the contract you are about to sign is balanced, and if it is not, we can assist in challenging the terms of the proposal and help you demand better, more favorable conditions.
