Egan, Patrick J.
Napoli, Robert A.
This session begins with a brief overview of the software industry, including recent mergers and acquisitions activity that has changed the face of the industry. In addition, look for a brief description of current trends, including Software as a Service, enterprise licensing, hosting and the increasing number of software audits. While stressing early procurement involvement in the acquisition process, presenters demonstrate how to get and keep leverage, key concepts in negotiation and important licensing requirements. While espousing a little theory, the presentation focuses on the practical knowledge to come to agreement with software publishers. Includes a no-holds-barred question-and-answer discussion.