Successful CRM Negotiation Strategies, Proven
Negotiation Experiences to Increase CRM Success

The latest objective, field-tested CRM negotiation research and experience. This second version advisory was
written by CRM analyst Rob Kane based upon his twenty two years experience in negotiating enterprise software
license agreements. The crux of the paper's approach and recommendations focuses on achieving a fair price
and advancing the vendor's cooperation, participation and vested interest.

With over 12,000 downloads, the original document has been widely cited in several industry publications and
community web sites as well as commented on by countless readers. This updated version has been enhanced
to include the new software as a service (SAAS) delivery model and the particular experiences learned thus far
from the more popular SAAS CRM vendors. This paper is a must for buyers of Customer Relationship Management
softwre, but provides no legal advice or representation.