Don’t turn an Exit into a Brexit

Don’t turn an Exit into a Brexit

Florence Court · December 12th 2019

Today, those of us in the United Kingdom will be readying ourselves to vote in the general election. Once again the media will focus its attention on Brexit, what the election result will mean for the Brexit negotiations and, ultimately, the time frame for Britain’s exit from the EU. At the best of times Brexit feels confusing and at the worst of times it feels like something we really aren’t particularly well informed about…Brexit, in a word, has become a real ‘pickle’ for Britain.

Now some of you might be shocked to read what I’m about to write next? and others of you might even question my experience with global software agreements? but stay calm, read on and let me make my point. The point I want to make to you is that your software contract negotiations don’t need to be nearly as complicated as Brexit. Yep, I said it, software negotiations don’t need to be very complicated.

 There are umpteen reasons for you wanting to exit from an existing software deal, you could be moving from an ‘On Prem’ to an ‘In Cloud’ solution or you could be looking to consolidate a number of competing products and fixing on a single vendor solution. As numerous as the reasons for exit could be the solutions are remarkably straight forward and they all revolve around the business understanding its requirements. Before you make any decisions you have to look at three things 1. What you have 2. What you want and 3. What your business actually needs.

The ‘what you have part’ is straight forward and that involves you creating an Effective License Position for your vendor. The ‘what you want part’ can become a little more involved but engaging with a third party, I’m thinking a third party called SAMcraft, can make this much easier as they will map your requirements across a suite of competing products. The ‘what your business actually needs’ part always used to be the tricky part as competing stakeholders always had different ideas as to what was best for the business. But guess what? If you get the first two parts right then you’ll understand exactly what your business actually needs.

 Now vendors will be falling over themselves to help you on this ‘journey’ but engaging with them prior to fully understanding your requirements is a recipe for complexity, so don’t do it. Understand your requirements and then build a realistic timeline that incorporates time for a) any proof of concept work required on new products and b) Vendor negotiations (and remember you will need a lot longer than a month for your negotiations).

If you’d like to take shelter from the Brexit storm and talk about how SAMcraft could make your negotiations run smoothly then just email

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