Module 1
Presentation 1 – The Complexity of Contracting for Technology
- Trends in the Technology World
- 5 Major Technology Trends…The World is Changing
- How is Software Priced?
- Buying the Competition
Exercise 1 – Bring One IT Procurement Challenge
Module 2
Presentation 2 – Moving into the ‘Cloud’
- Software as a Service (SaaS) – A Different Type of Acquisition
- Up-time Guarantees
- Suspension of Service
- Negotiation Overview
- Data Security
Exercise 2 – Major Technology Trends and Their Impact on Contracting
Module 3
Presentation 3 – Trends in Contracting Drafting today
Drafting Principles for I.T. Agreements
Review of Key Technology Contract Types
- Software License & Maintenance Agreement
- Software Development & Maintenance Agreement
- Operating System Software & Maintenance License
- Master Services Agreement
- Professional Services Agreement
- Core Terms Rider
- Hardware Purchase & Maintenance Agreement
- Software-as-a-Service (SaaS) Agreement
- Application Service Provider (ASP) Agreement
- NDA & MNDA Agreements
Exercise 3 – Read SW License Example and Discuss Favorite Clauses
Module 4
Presentation 4 – Efficiency Techniques for Managing Technology Contract Portfolios
- Tips for Cost Reductions in Technology Contracting
- Cost Savings in Technology Procurement
- Formula for TCO
Exercise 4 – Read SaaS Agreement Example and Discuss Favorite Clauses
Module 5
Presentation 5 – Discussion of Important General Clauses for Technology Agreements
- Discussion of Key Technology Contract Clauses
- Strategic Use of Legal Counsel
- Our Paper or Theirs?
- Use of Negotiation Content Checklists
- Writing a Strong Technical Statement of Work (SOW)
- Four Types of a Statement of Work (SOW)
Exercise 5 – Draft a Statement of Work (SOW)
Module 6
Presentation 6 – Discussion of Important Technology Contract Clauses
- Some Important Technology Definitional Phrases & Key Clauses
- Definitions of Software, Object Code & Source Code
- Updates & Upgrades
- Error Correction
- Harmful Code
- Escrow Account
- Performance Credits
- Service Level Response Credit
Exercise 6 – Discussion of Participant Clause Examples
Learn how to Negotiate and Create Powerful Technology Acquisition Agreements and Maximize your Organization’s Leverage Against Service Providers and Consultants. Learn the Best Practices and Methods to Take your IT Procurement Contracting Skills to the Next Level.
Learn With Mark Trowbridge, CPSM, C.P.M., MCIPS
His 30 years in procurement includes supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company, where he achieved $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions. For the last 13 years, Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Oil/Gas, Mining, Telecommunications, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During his decade-long consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions. He is one of the original founders of Strategic Procurement Solutions, LLC. Mr. Trowbridge holds a Bachelor’s Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations. He has been a featured speaker at the last ten I.S.M. international conferences. His LinkedIn profile is among the 1% most-viewed out of that organization’s 250 Million members. Mr. Trowbridge has written featured articles for Supply Chain Management Review, eSide Supply Management, Inside Supply Management and Strategic Procurement Solutions own online Best Practices in Supply Management Journal (the latter of which is distributed bi-monthly to more than 13,000 global procurement professionals).