Negotiating Cloud Contracts: A New Era for CIOs

In the first article of this two-part series on getting the most out of cloud contracts, Andy Sealock, managing director, is quoted regarding making cloud contract negotiations more competitive as a way to gain leverage. Sample quotes: “’If you're a serious customer and bringing business to the table, the service provider is happy to talk, because it's a sales opportunity,’ Sealock said. ‘A lot of the big players like Amazon and Microsoft will negotiate, but even some of the smaller players will negotiate as well because sometimes they're hungrier for your business and are more apt to customize things.’…Sealock said it can take some pressure to get a provider to move beyond standard forms. ‘A lot of times it takes a competitive RFP because otherwise, they will tell you to pound sand,’ he said.”