Produced by Eversheds in collaboration with The Lawyer, this report explores current and emerging trends in cloud computing adoption, contract negotiation and M&A. A surprisingly large number of cloud sales deals break down at the contract negotiation stage. This is one of the key findings of our survey and is an issue that needs careful consideration by customers and providers of cloud solutions, not to mention advisors on these deals.
Just how many deals break down during negotiation? Some 27% of surveyed cloud customers have walked away from at least one deal once it got to contract negotiation, and a further 10% have nearly walked away from a deal at this stage. Furthermore, over half of cloud providers have lost or nearly lost a cloud deal during negotiations.
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