Conference Update: Orlando has survived the worst of Hurricane Matthew! We look forward to seeing you at the Summit!


Blog Posts

  • Watch out for Trojan horse SOWs!

    Vendors are highly motivated to improve their profit and risk position in every SOW. Left unchecked, Vendors can and often will include in SOWs Trojan Horse wording to undermine benefits…

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  • Three Keys to Failsafe Service Levels

    Service Levels succeed when they are designed and carried out to FOCUS ATTENTION and to CHANGE BEHAVIOR of the Vendor. Vendors sometimes are able to subvert Service Levels by influencing…

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  • What are your IP goals?

    IT purchases are always impacted by IP. Vendors sell limited IP today in order to sell more IP tomorrow. If the Customer doesn’t have clear and broad IP goals, he…

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