8:00am – 9:00am Registration and Coffee

9:00am – 11:00am Sales Targets and Tactics
Speaker: Christopher Powers, Managing Director, Vice President of Services, ClearEdge Partners, Inc.

The problem many IT organizations face is how best to strategically manage their large, long-term strategic suppliers. As suppliers become more entrenched in an organization, they invariably gain access to more and more valuable information that strengthens their pricing position.

Sales Targets and Tactics leverages decades of sales executive experience to provide behind-the-scenes insight into the world of complex solution selling. By understanding the approaches sales teams employ, buyers begin to learning how to play the Pricing Game more effectively.

11:00am - 11:10am Break

11:10am – 12:10pm Contract Clauses and Provisions for Computer Software and Hardware Agreements
Speaker: Jane Cabot, Attorney

There are important contract provisions specific to software and hardware agreements that should be included in such contracts. It is necessary to scrutinize vendor contracts to verify that essential clauses are included and worded fairly. It may be required that you negotiate these provisions. These provisions include representations regarding the companies’ ability to perform, confidentiality, compliance with industry standards, copyrights, ownership of data and information, termination, and support. The prudent purchase agent has a checklist of important contract clauses and understands the necessity of having these provisions. This talk will discuss important provisions and seek to educate the purchasing agent regarding them and their importance.

12:10pm – 1:00pm Lunch

1:00pm – 2:00pm Contract Clauses and Provisions for Computer Software and Hardware Agreements (continued)
Speaker: Jane Cabot, Attorney

Continuation from morning presentation

2:00pm – 3:00pm Negotiation Workshop
Speaker: Kent Patashnick, Consultant

The participants will gather into different groups and engage in a practice negotiation session. The speakers will monitor the different groups and guide them in negotiating contract provisions. Further, in keeping with understanding contract clauses, the participants will be focused, not only on negotiating a successful deal, but on understanding the reason for specific provisions and how to negotiate for them.

3:00pm End