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Small firms to cash in on software bargain bonanza

24 January 2004   

 

Small firms to cash in on software bargain bonanza

But they need to negotiate them to the floor. For example, small firms should be aware of the fact that vendors often try to base maintenance contract prices on the 'list price' of software licenses (usually 20 per cent to 22 per cent) when dealing with SME buyers.


It is important for SMB buyers to leverage the interest in their market and negotiate maintenance agreements based on 'as sold' prices, or contract deliverables in return for their business.


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