Negotiating with Hitler - A Software Asset Manager's Reality

Recently, a practicing software asset manager (SAM) emailed me with a very typical question:

How can we get better software license terms when the software publisher refuses to permit us to negotiate the license terms?

"ARE YOU KIDDING ME???"

My answer was fairly comprehensive, but the bottom line was this:

As long as we permit the software industry players to play contract management games, we are as much at fault for onerous license terms & conditions as they are.

After multiple decades of negotiating with software industry players & their friends, I can give you one key issue that leads to a majority of costly problems for the business technology consumer:

The root cause of nearly every problem you will have with the software publisher, as long as you use their product (and well beyond) will be the terms & conditions of the license.

Learn to negotiate licenses. Learn to push back against onerous terms & conditions. Quit accepting software industry bullying as your only reality. You have as much right as the software publisher to gain mutual benefit in all contractual agreements.

The business technology consumers did not declare licensing & economic war on the software industry players. They declared war on us.

And, YES, you can quote me!

To download the full PDF document covering my observations on how the business tech consumer needs to change our approach to contract negotiations in general, and software license negotiations specifically, follow the link  HERE

It isn't going to be easy. We have to overcome nearly four decades of letting the software industry have its way with us, BUT we CAN become the initial agents for IT asset management change.