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© 2015 Information Services Group, Inc. All Rights Reserved.
© 2015 Information Services Group, Inc. All Rights Reserved.
Robert Finkel, Partner, WilmerHale Richard Fogel, VP Legal, ISG Shawn Helms, Partner, McDermo@ Will & Emery Stanton Jones, Director, Emerging Technology Analyst, ISG George Kotlarz, Associate General Counsel, IBM CorporaMon
How Trends in Sourcing are Impacting Commercial Contracting
© 2015 Information Services Group, Inc. All Rights Reserved 3
Agenda
o Market trends and counter trends
o Impacts
o Are we becoming Future Smart?
© 2015 Information Services Group, Inc. All Rights Reserved 4
The sourcing industry has embraced service standardization and sourcing decisions have become increasingly fact-based.
How are these and other trends impacting commercial contracting? How are we moving away from yesterday’s cumbersome practices and bringing efficiency to new client relationships?
© 2015 Information Services Group, Inc. All Rights Reserved 5
Market trends and counter trends
o Shifts in buying behavior : Custom Standard
o Clients demand portability, open standards, choice
o Digital – “as a Service” opportunities demand speed, efficiency and simplicity in value proposition
o Data security and privacy matters
o Increased regulation (financial services sector)
o Continued globalization and complexity of issues
© 2015 Information Services Group, Inc. All Rights Reserved 6
Impacts… what is changing?
o Go-to-market process -- direct and brokered solutions
o Evaluation and decision making
o New focus on third-party attestations and certifications
o Lesser focus on customized services / service levels
o Commercial contracting standardized terms
o Demands for one-off addenda to address security, privacy, regulation…
© 2015 Information Services Group, Inc. All Rights Reserved 7 7
Are we becoming Future Smart? How are we moving away from yesterday’s cumbersome practices and bringing efficiency to new client relationships?
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