The market for enterprise software is undergoing a huge transition. Perpetual licensing models that enable the use of installed software are in decline as the market continues to embrace new, more flexible ways to consume and use applications.
Enterprises are increasingly turning to cloud-hosted and software-as-a-service (SaaS) applications that enable benefits such as access to software on multiple platforms, monthly billing and scalability. According to Gartner, all new entrants and over 80% of historical vendors will offer subscription-based licensing by 2020.
So, how do you go about tackling negotiations when your software licence is up for renewal?
LCS Director, Insight EMEA
LCS GTM Manager, Insight EMEA