We’ve negotiated many times with the market leaders such as SAP, Oracle, Microsoft Dynamics, Salesforce, Infor, Epicor, Workday, etc. This enables us to quickly get to the heart of the matter and reduce the number of iterations in the negotiation cycle.
A good contract is one that anticipates potential problems. In our experience the best measure of a successful negotiation, beyond the best price, is whether the agreement provides a framework for a quick and fair resolution of the problems you might encounter. This is usually evident within the first year as most projects hit a bump in the road sometime within the first twelve to eighteen months.