- there's more to negotiate on than you think
- how important is the entry point: e.g. vp vs front line sales
- bigger orgs may have too much process to allow flexibility
- do obvious things: eg, make sure team is onboard
- you don't have to hold your cards too tight
- talk to existing customers. learn reputation.
- look at exit options
- the contract is a good way to understand terms, but the main thing is the relationship. you probably won't actually lawyer up.
- look at the full related experience: onboarding, offboarding, etc
- be a good customer; be clear on what you want; that could mean lower support cost
- get multiple quotes for big things