10 ways to beat SAP at the bargaining table

InfoWorld: During the fourth quarter, many enterprises are renegotiating their contracts with SAP and other software vendors. Experts say the following techniques could help companies get the most favorable terms:

1. Look to gain value from your existing investment in SAP
2. Make those salespeople work for their money
3. Bulk purchases make for the best discounts
4. Don’t expect the world if you’re buying a la carte
5. Maintain degrees of separation
6. Remember the big picture
7. Only use the ‘L’ word if you’re really serious
8. It can pay to be an early adopter
9. Have heart-to-heart talks with SAP
10. Get ready for next year