1 Reply Latest reply on Oct 10, 2013 8:24 AM by Debbie Curtis-Magley

    Incumbents on contract renewals to market

    Rhonda Roueche Newbie

      How do you determine an incumbent's advantage point on a contract renewal?  For example, what percentage of leverage does the incumbent recieve based on knowledge of the client, history etc?

        • Re: Incumbents on contract renewals to market
          Debbie Curtis-Magley Master

          Hi Rhonda:

           

          It sounds like your interested in hearing about best practices from other Ariba customers. You may want to share this question with the Customer Success group, which is a private customer collaboration space managed by Ariba team member Beverly Dunn. If you're not already a member of the group, send a request to Beverly to join.

           

          Regards,

           

          Debbie Curtis-Magley

          Ariba Exchange Community Manager