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Friday, November 7 • 2:15pm - 3:00pm
Vendor Negotiations - More Secrets

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Academic Libraries spend $7 billion per year. $4 billion of this on acquisition of products & technology to serve users. Libraries deal with hundreds, even thousands of unique vendors every year. And budgets are generally flat or constricting. This session will be an update to the session from previous years with new information including an update to the Vendor Survey presented previously. We will examine some of the economic value components and motivations from the vendor side of the negotiation process and how those drivers impact negotiations. These include business models, license issues, and commercial financial considerations and cost components.

avatar for Matt Dunie

Matt Dunie

President, Data-Planet
Matt Dunie has founded or co-founded three information and content application services companies (Insight Publications, RefWorks, and LabArchives), is an advisor to ThirdIron, and held numerous executive-level management positions and professional association board positions. His professional experience includes senior positions at Cambridge Scientific Abstracts (CSA), Atlantic Media, and Thomson. He has been involved with leading industry and... Read More →
avatar for Michael Gruenberg

Michael Gruenberg

President, Gruenberg Consulting
MICHAEL GRUENBERG is president of Gruenberg Consulting LLP, which provides services in the areas of sales force training and assessment, organizational reviews, executive coaching, event planning, market/product evaluation, and negotiation skills. He has more than 30 years of experience as a senior sales executive in the information industry. His new book, “Buying and Selling Information: A Guide for Information Professionals and Salespeople to... Read More →
avatar for David Myers

David Myers

CEO, DMedia Associates
David Myers, President and CEO of DMedia Associates, Inc., is an Information Industry expert, with over 24 years experience specializing in Strategy, Sales, Licensing and Business Development. Throughout his career, he has drafted, negotiated and closed over 500 domestic and international licensing agreements with publishing partners, customers and distributors.

Friday November 7, 2014 2:15pm - 3:00pm
Rutledge Room, Francis Marion Hotel 387 King Street, Charleston, SC 29403