LeapComp - Sales Performance Management Blog

I came across an article this weekend which I found very interesting. “In SaaS contract negotiations, focus on customization, future pricing” offers a few tips on negotiating SaaS contracts.

Tip 1: Before investing in a lot of customization work, figure out how to take it with you if you switch providers
Tip 2: When writing the terms of your initial contract, negotiate renewal terms
Tip 3: Make sure there is room for renegotiation in your exit clause
Tip 4: Write in compensation terms for use of your data
Tip 5: Work with your legal team on the terms that will allow you to break the contract

I think that the most useful piece of advice is part of tip # 1. If you read the article, it says to document the customization made, and to ensure that the third party system integrator helps you with the transition.

Knowledge transfer is not something that happens near or around go-live. Knowledge transfer is not something that takes place when the implementation partner is about to leave. Knowledge transfer is not something that is done only in case that you need to switch to another solution.

For a project to be successful once it is deployed, knowledge transfer should take place throughout the project lifecycle. Most Sales Performance Management solution implementations rely on the vendor or on a 3rd party system integrator to configure the solution. This is the perfect opportunity to work WITH the experts, and learn as much as possible on how to implement and maintain your SPM solution.