NAN - Fotolia
Negotiating a contract with VDI vendors is something of an art form. A vendor is never going to give you the best possible deal upfront: You have to work for it.
To get the most bang for your buck, make sure you have a relationship with at least two vendors. This gives you a little bit of leverage,especially if the vendors know that you are shopping around for the best price. Also, never pay retail. Enterprise-class vendors will typically give you a discount for placing larger orders. The bigger the order, the higher percentage discount you can expect.
My own personal experience has been that if you purchase hardware or software from a reseller rather than a vendor, you probably won't get as good a discount. Resellers typically do not have the pricing flexibility that a vendor such as VMware or Microsoft might have. That does not necessarily mean, however, that purchasing from a reseller will get you a bad deal.
If you're negotiating a contract and you don't end up with the price that you want, there are other ways of getting your money's worth. For example, I once negotiated a software application and got to the point where the vendor just could not go any lower. The vendor really wanted my business, so I got him to throw in a free support contract. I ended up with a better deal than I would have had if I had gotten the price that I wanted for the software.
Drafting and negotiating IT contracts that work
Top 10 tips: Technology contract negotiation
Dig Deeper on Virtual desktop software and vendors
Related Q&A from Brien Posey
Rather than handling risk management and mitigation within your organization, outsourcing these important processes to a third party comes with ... Continue Reading
Big data analytics can help businesses spot past mistakes, forecast conditions and improve future strategies. So, why should resilience planning be ... Continue Reading
Hyper-V and VMware are in a perpetual battle for supremacy in the virtualization market. Although the two hypervisors have similar features, ... Continue Reading
Have a question for an expert?
Please add a title for your question
Get answers from a TechTarget expert on whatever's puzzling you.