Webinar - Leveraging Vendor Relationships Through Strategic Contracting For Cloud Services

October 10, 2017
3:30 PM to 6:30 PM
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Green Bay Distillery
835 Mike McCarthy Way
Ashwaubenon, WI 54304


Leveraging Vendor Relationships Through Strategic Contracting For Cloud Services

October 10, 2017

Location:       Green Bay Distillery

         835 Mike McCarthy Way

  Ashwaubenon,  WI  54304


When:             3:30 p.m. – 5:00 p.m.              Webinar

                        5:00 p.m. – 5:30 p.m.              Discussion

                        5:30 p.m.                                 Light Meal

                         Program Fee:          ISM Members: $45            Non-Members: $55

Registration Deadline:  Friday 10-6-2017

How to Register:  Visit http://www.ism-newisconsin.org/ to register and pay


Vendor vs. Buyer Relationships/Dynamics

Importance of Master Agreements

Overview of Contracting Process

  • Preliminary: RFP/RFQ/RFIs/Seeking Bids


Setting Expectations Early

Form Agreements

Due Diligence Activities

  • Contract Negotiations

Maintaining Leverage

The Siren Song of Trial Agreements and LOIs

Post Contract Follow-up and Policing

Alternate/Backup Suppliers

Vendor Due Diligence

  • Typical Elements and Use of Questionnaires
  • Updates

Security Risks in Vendor Relationships

  • The Insider Threat
  • Legal and Industry Standards
  • Scaling of Security Measures

Key Contracting Provisions

  • Expanding the Concept of Buyer
  • Segregating Liability for Buyer Entities
  • Operating a Service Bureau for Related Entities
  • Use of Sweep Clauses
  • Vendor Cooperation With Other Vendors and Suppliers
  • Project Schedules and Defaults
  • Controlling Subcontracting and Assignment

Beware Changes of Hosting Providers

  • Vendor Personnel/Key Personnel
  • Project Management and Reporting
  • Avoid Change Order Chaos
  • Contract Renewal Rights and Price Protection
  • Identify All Revenue Streams
  • Scope of License or Use Rights
  • Vendor Use of Customer Systems and Telecommunications
  • Vendor Use of Offshore Personnel
  • Disaster Recover/Business Continuity
  • Financial Wherewithal
  • Withhold Remedies and SLAs
  • Termination Rights
  • Audit Rights


Self-Audits, Security Audits, Performance Audits, Compliance Audits





October PDM CEH credits