A significant number of cloud sales deals break down at the contract negotiation stage, according to new research from international law firm Eversheds and The Lawyer.

Despite an increased demand for cloud services, there are mismatched expectations between suppliers and customers at the contract negotiation stage, which is hampering deals. The research, which surveyed 350 cloud providers, purchasers and industry advisors worldwide, says more than half (57%) of cloud suppliers have seen deals fail at the eleventh hour.

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