What are you dealing with?
Software publishers and resellers are commercial organisations like any other, focused on targets and sales performance.

As a result they have end of quarters and end of year financial targets to meet.

It is an obvious point but many do not consider it when negotiating with the resellers and publishers, especially on the bigger deals.

We have heard of significant discounts being made available when the time is right.

If you are about to negotiate a big licence agreement or contract, make sure you know what is what and when is when.

Never forget that everything is negotiable and even more so at the right time of year.

We cover this in more detail in How to do SAM - Buying tactics

Next in this section we look at the joys of the Software compliance industry...