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Global Vendor Negotiation Strategies
TechnologyEvaluation.Com has defined 6 global negotiation categories and macro questions that should be reviewed in preparation for any major technology negotiation.
: leverage this stance during negotiations by modifying the number of initial named users, then increasing the number of additional users 9-12 months after the initial implementation. Vendor Financial Status and Year-end Is the vendor nearing the close of its fiscal year? While all hardware and software vendors will tout firm list prices during the negotiation process, this is never the case. When a vendor is nearing its fiscal quarter- or year-end, pressure from investors to hit the forecasted target
Negotiating the Best Software Deal
TechnologyEvaluation.COM analysts have separated the software negotiation process into three discrete categories. All three are critical individually, yet should always be pursued within the context of the larger discussion.
: service and support. All negotiations should be conducted from two different but related perspectives - an absolute price (the price provided by the vendor in a vacuum) and relative price (vendor price versus its top competitors). Each sub negotiation should be managed within the context of the larger process. The client should be willing to give ground tactically in areas that are known in advance to be vendor sticking points, while using that vendor inflexibility to gain additional strategic
Outsourcing Challenges: Avoid the Pitfalls
The most complete information on outsourcing challenges is here. Outsourcing can provide management with a powerful tool to control cost and enhance product and service delivery. Yet so many outsourcing initiatives fall short of expectations—why? For one thing, you need to know what you’re getting into, by going through an intense request for proposal (RFP) process and many rounds of contract negotiations. Find out how to better manage negotiating your outsourcing contract, and more.
: for another round of negotiations and more often than not final contract content negotiations proceed with 2 entities. This process results in very fine tuned bids and strict contract terms. While it may seem that this process should result in a firm relationship often the opposite is true. Because of the lucrative size and long tenure, as many as 10 yrs, competing outsourcers often overextend themselves feeling that even if they lose money early on in the contract they will make it up over the long
7/17/2009 3:18:00 PM
Managing Utility Technology and Service Acquisitions in the Smart Grid Age
A disciplined and comprehensive acquisition process is essential for utilities to get the most out of their Smart Grid investments. Know the practical and flexible methodology proven in industries such as telecommunications, high tech, and financial services that can assist utilities in the selection and acquisition of solutions that address current and future operating states to deliver immediate and long-term benefits.
: requirements, TCO, negotiations, future-proof Source: Smart Grid Library Learn more about Smart Grid Library Readers who downloaded this white paper also read these popular documents! Enterprise Software Selection with TEC Advisor Analyst Reports: Pricing and Requirements Profile TEC 2012 Business Intelligence and Data Management Buyer s Guide Four Common ERP Implementation Mistakes TEC Advisor: Everything You Need for Impartial Software Selection Acronym-Related White Papers: Business
6/13/2012 2:22:00 PM
Technology Hardware Maintenance-Acquiring and Managing Cost Effective Service
Hardware maintenance can represent a significant information technology cost, but options for managing that cost exist. If you analyze hardware maintenance from an enterprise perspective, you will identify those options and ensure the cost-effective delivery of those services.
: need to schedule contract negotiations with each of them. Schedule those negotiations at your site, allow enough time to complete the deal (usually two to three days), and require that the service provider bring the appropriate decision-makers to the table. The negotiation will be the first time the promises either become real or fade away. The results will drive your ability to effectively manage the service provider. Don t skimp on the time and effort you put into this step. Ensure that you have the
Lawson Standing Vertically in a Flat Economy » The TEC Blog
process, and also the negotiations are admittedly much more involved. The enterprise resource planning (ERP) vendors’ competition is getting dirtier, with everyone fighting very hard over what looks like fewer deals. Still (at least not yet), Lawson has not given the impression of despair or panic, despite recent cost-cutting (read: layoffs) measures . Such measures appear to be in line with the economic climate and the measures of other peer companies . In fact, every now and then I will still see
: analytics, ERP, f&b, food and beverage, Lawson M3, Lawson Software, vertical focus, TEC, Technology Evaluation, Technology Evaluation Centers, Technology Evaluation Centers Inc., blog, analyst, enterprise software, decision support.
How One Provider s Solution Covers the Bases of Price Optimization and Management
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response and translate this into more profitable pricing? Zilliant Precision Pricing Suite encompasses distinct solutions geared for each step of the pricing process.
: more effective quoting and negotiations that will increase the margins of good deals, all while improving the efficiency and consistency of the associated processes, are encouraged. Finally, ZPPS Deal Manager enhances the customer relationship life cycle beyond initial negotiations via agreement compliance monitoring to follow-on orders and contract renewal support. Like its brethren modules, ZPPS Deal Manager also leverages Zilliant s proprietary Precision Price Segmentation to score each deal against a
BI Reporting: Does the Tool Really Matter? » The TEC Blog
unparalleled advantage of data negotiations offers multifaceted control. This arrangement ensures relativity between stored procedures, views, and tables. Furthermore, extended data elements are stored and accessed […] * Name: * E-mail (private) : Web site: XHTML: You can use these tags: --> * Comments: * Spam protection: Sum of 1 + 5 ? Notify me of followup comments via e-mail --> The TEC Blog Discussing Enterprise Software and Selection Tag Cloud analytics bi BPM Business Intelligence CAD
: bi, Business Intelligence, business reports, management reports, operational reports, reporting tools, reports, TEC, Technology Evaluation, Technology Evaluation Centers, Technology Evaluation Centers Inc., blog, analyst, enterprise software, decision support.
Offshore Outsourcing: Is There a Method to the Madness? Planning for Offshore Outsourcing
Organizations considering the offshore outsourcing of processes should seriously consider adopting a proven methodology before implementation. This will minimize risk and maximize the return associated with offshore outsourcing and will help create a successful venture.
: on due diligence and negotiations with the appropriate short list of offshore partners to ensure that strategy, culture, operations, and execution are aligned. Pragmatic Planning Can Lead to Spectacular Results Offshore outsourcing is a proven way of using resources from more than one country for lowering costs, entering new markets, and increasing capitalization. Organizations, both large and small, should consider applying offshore outsourcing to their processes pragmatically. By adopting a proven
CDC Software Wins the Pivotal Auction. Now What?Part Three: Challenges and User Recommendations
It is essential that depth and expertise in vertical industries, which are critical to ongoing success, be encouraged and nurtured. However, it can be easily neglected in a slew of recent complementary acquisitions and subsequent attempts to intertwine them. However, CDC and Pivotal looks like the kind of acquisition that we would like to see more of in the industry.
: and leverage in ensuing negotiations with all the parties.
How Great Is Great Plains Manufacturing Offering (Did Somebody Say Microsoft)?
Great Plains informed us during its Convergence 2001 annual user conference about its initial strides into the discrete manufacturing market. The following is our view of Great Plains’ odds of success in this particular endeavor.
: aware that some alliance negotiations were in progress, and the market should expect related press releases in the near future. While belonging to the Microsoft family has advantages, the downside is that Great Plains intended initiatives would likely be hampered and tied to the strategy of the bigger brother. The request for expanding the functionality of Microsoft bCentral small business service may push aside some other initiatives that Great Plains had earlier deemed necessary. Before integrating
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