How to avoid one-sided vendor contract provisions

How to avoid one-sided vendor contract provisions

Don't let one-sided vendor provisions surprise you. The standard vendor template is designed to maximize how much you – the customer – pays, minimize vendor accountability for quality and results and push financial/liability risk...

Software vendors -- fear and loathing

Software vendors -- fear and loathing

America’s software industry is the most innovative in the world but an open secret clouds its success -- the industry’s customers fear and loath their software vendors, especially the most successful ones. The problem isn’t the...

How NOT to use benchmark data in vendor negotiations

How NOT to use benchmark data in vendor negotiations

Benchmark data on vendor pricing and other contract terms is a useful milestone on the path to a great deal. But it's not a final destination: more often than not, buyers can do much better.

5 principles for great vendor relationships

5 principles for great vendor relationships

Many companies track and report vendor performance metrics. But few metrics provide a concrete plan for driving vendor performance. Should we fire the vendor or demand improvements? If the latter, how do we ask for them...

Software audits: Drag on innovation

Software audits: Drag on innovation

Every CIO has had to deal with a software audit. They're painful to manage, costly to resolve and, at the end of the day, add no value. Even worse, they take the vendor's eyes off their core mission: innovating to improve your...

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