Users Offer Tips for Negotiating With Siebel

摘要

As the market leader for CRM software, Siebel Systems Inc. has a reputation as a tough negotiator on price. But several attendees at Siebel's CustomerWorld user event here last week said it's possible to pay reasonable prices for its software — and offered tips on how to do it. "Pricing was an obstacle," said Robert Martens, director of global front-office technology at Ingersoll-Rand Co., during a customer forum at the conference. "Initially, it was sticker shock," he said of the company's negotiations with Siebel. "The published price is pretty high."