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Unlocking Cloud Contracts and Commercials

This course describes the essential elements of Cloud Services contracts and commercials and is intended for Procurement professionals in large organisations. It includes key elements of our Software Procurement Masterclass insofar as they relate to SaaS contracts but also focuses on the fundamentals of IaaS and PaaS agreements. The training course includes:

  • key differences between Cloud and on-premises contracts
  • differing responsibilities across IaaS, PaaS and SaaS
  • key Cloud service delivery factors and related SLAs
  • the nature of Cloud commercials and the drivers for Cloud Service Providers (CSPs)
  • top tips for mitigating risk in Cloud contracts, including real life examples
  • complex Cloud implementation projects, including Systems Integrator-led SaaS projects

The 1-day course addresses the above topics in some detail, including checklists for key factors to consider when procuring complex Cloud services.

All our training courses are presented by Ray Murphy and reflect his broad and deep experience negotiating enterprise IT deals over the past 30 years.

What we will cover in this training course

Cloud services contracts and how they differ to on-premises agreements

How customer and supplier responsibilities differ across the IaaS, PaaS, SaaS Cloud services continuum and how this impacts the contract

Understanding the key components of Cloud services agreements

Commercial models, drivers and metrics for Cloud services deals

The complexities of Systems Integrator engagement on SaaS implementations

Negotiating the Cloud services deal – developing the negotiation strategy and executing it well

Exit management and protection of customer interests in-life and at the agreement end

What our Clients have said about our Software Procurement Masterclass

I learned more in one day than on 3-day training courses I had previously attended.

Senior BuyerBT

I would recommend this course to anyone involved in software procurement.

Dan Ware, M.Sc.MCIPS, Co-op Banking Group

Many thanks for the excellent training supplied earlier in June. I wanted to see if you could deliver the same 2 day course to our Americas team …

John Raingerformer CEO, Openet Telecom

The delivery of the course was excellent, both in the content that was shared and the way in which Ray presented to the group, encouraging group discussions and making the day not only useful in gaining knowledge but a thoroughly enjoyable day also.

Sharon Jones, MCIPSIT Procurement Manager, Capgemini

Ray has conducted a number of training sessions for the Capgemini Global Procurement function over the years. The knowledge Ray has around the software subcategory is the best I have experienced. His insights, in-depth understanding of the market and its engagement and real life negotiation examples means content-rich material. The training sessions had a significant positive impact on the team's continuing professional development.

Glenn ComptonEuropean Category Director, IT and Telecoms, Capgemini

By far the best and most relevant course I've sat since joining Verizon; The mix of best practice and tips gained from a career of working on software and services negotiation was excellent; everyone in VSIL should sit this.

Tomas Millar (CSE)Verizon

The best aspect was the knowledge and first-hand experience of the presenter. A very detailed and well-presented course.

IT Procurement ManagerBritish Airways

The course covered all aspects of software procurement and I especially like the way it was linked back into negotiation strategies.

Senior IT Services BuyerRoyal Bank of Scotland

The course covered all aspects of software procurement and I especially like the way it was linked back into negotiation strategies.

Senior IT Services BuyerRoyal Bank of Scotland

Ray demonstrated deep knowledge and experience of the topic , his expertise in the subject matter came through all day. The presentation, content and course materials were excellent and well received. We look forward to applying our new knowledge and best practice tools in the workplace.

Mary FennellyProcurement Portfolio Manager for ICT, Office of Government Procurement

I found the course to be pitched at exactly the right level. There were a couple of key points of particular value which in their own right justify the time and cost for the course as they should directly have a positive impact on revenue. In particular I found value in the contract deconstruction, how to counter the professional buyer's objections and understanding the buyer's drivers.

Lance GourlayCorporate Accounts Director, CR2

Thank you again for a brilliant course; there has been nothing but positivity from any attendee I have spoken to since.

Richard LimkinHead of Projects Delivery, Core International

The best practice software procurement course was particularly valuable in that it covered a broad breadth of relevant content. I will certainly be rolling out some of the best practice tools.

Mike Gurr, Head of ProcurementBT Procurement and Supply Chain

I am far better equipped to negotiate and get better deals for the company. In a nutshell, the training was also a huge eye opener - I hope you have not trained any of my potential customers!

Corporate Sales ExecuteEMEA, Misys

I thought Ray was absolutely brilliant, a great presenter, good stories to back up his points, the atmosphere was good so everyone felt comfortable asking questions and chipping in.

SarahLloyd's Banking Group

Good 2 days - and with 40 years I have been to quite a few training days! this would easily be top 3 in terms of value and time well spent.

GedLloyd's Banking Group

Overall an outstanding 2 days, especially with the wealth of knowledge passed on.

JavedLloyd's Banking Group

Format was spot on and Ray’s style and incredible level of experience really enabled an enjoyable session.

JonnyLloyd's Banking Group

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We look forward to hearing from you.