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Contracting in the Clouds


This ICN course targets the contract negotiating side of the new and rapidly evolving world of Cloud computing. The course identifies potential Cloud-contracting problems and sets forth a process to help the IT sourcing professional and his/her internal clients (users, IT, project managers, business managers, executive sponsors, and so forth) prepare and conduct effective negotiations to enable the customer to get better deals and better contracts among the Clouds.

Who should attend?

This seminar is a must-attend learning event for anyone implementing, planning or considering adopting a cloud computing solution, including:

  • IT Professionals
  • Business Managers
  • Procurement and Sourcing Professionals
  • Other professionals: Lawyers, Auditors, Risk Managers and  Accountants

Content partial outline

Level setting

  1. Cloud computing – yesterday, today, and tomorrow
  2. Types of Clouds
  3. Types of Cloud-services
  4. Impact of domestic/global cloud computing
  5. What cloud computing is not

Business case for clouds

  1. Cost of entry
  2. Start up time and entry speed
  3. Cost of ongoing operations
  4. Scalability of service
  5. Buying only needed amount
  6. IT department size
  7. Level of IT expertise required

Lost in the clouds

  1. Gimmicks and Gotchas galore
  2. Service failures
  3. Data breaches
  4. Hidden costs
  5. No or little customer control
  6. One-flavor-for-all customers
  7. Pricing models
  8. Regulatory compliance nightmares
  9. Dumbing down your company expertise
  10. Service provider leverage – are the "hooks in deep?"
  11. Escaping—how and at what price?
  12. Others



Solution Overview: Lifting the Fog


Cloud-contracting Process

  1. Find and engage Cloud-service stakeholders
    1. Cloud-contracting Advisory Team
    2. Cloud-contracting Table Team
  2. Collect and prioritize Cloud-service objectives
    1. Results vs resources in Cloud deals
    2. Gather Cloud-service objectives
    3. Assess objective-related risks
    4. Rate & prioritize cloud-service objectives\
  3. Address identified Cloud-service risks
  4. Design cloud-service levels
  5. Secure cloud-stakeholder approvals
  6. Develop cloud contracting documents
    1. Cloud-specific contract issues
    2. Other Cloud-related contract issues
    3. Katz and other critters
    4. Hidden "Gotchas" in Provider cloud contracts
  7. RFP the cloud and its alternatives
  8. Evaluate cloud-service proposals and alternates
  9. Negotiate the silver linings
    1. Create negotiation strategies for Cloud contracting
    2. Develop negotiation leverage for Cloud contracting
    3. Overcome Cloud-provider ploys
  10. Manage your cloud services
    1. Implementation projects
    2. Contract enforcement
    3. Provider-customer relationship management

Cloud survival guide – Identify and address cloud specific risks

  1. Secure your data at ALL costs
  2. Protect your IP rights
  3. Design for technical cloud-service failure
  4. Contract for cloud-service failure
  5. Have a clear cloud-contracting philosophy
  6. Use competition among cloud-providers
  7. Use competition between clouds and non-cloud alternatives
  8. Have a clearly defined, planned, and executable exit strategy
  9. Contract for cloud-results not just resources
  10. Manage your cloud services
  11. Enforce your Cloud contract
  12. Manage your Cloud-Provider relationships

Course Outline


  • What is Cloud Computing?
  • Learn the benefits and risks of Cloud Services
  • Get the factors essential to the paradigm shift presented by Cloud Computing
  • Prepare yourself to acquire Cloud Services
  • Analyze/evaluate Cloud Services options
  • Mitigate Cloud Service risks

Register Now — Save Your Seat!

Boston • April 10-11, 2014

Your price is $1,495
If you are a Caucus member pay only $1,395

Multi-registration discounts are available.
Find out your level of discount.
Call us now for a live voice! Phone: 407.740.0700

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CTPE ICN courses qualify for CTPE credits. Caucus awards up to 12.5 continuing education hours to attendees of this workshop toward their Certified Technology Procurement Executive certification.
C.P.M. Those successfully completing this workshop can receive up to 12.5 C.P.M. points. ISM's consent to award points is not an endorsement of this program or its contents.



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Phone: +1.407.740.0700
Fax: +1.407.740.0368
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