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Building IT Relationships

8 strategic imperatives for SAP transformation success

By Len Riley

5 vendor sales negotiation tactics — and how to counter them

By Len Riley

5 common consultant negotiation tactics and how to protect your interests

By Len Riley
A tsunami of IT project disasters is on the horizon

A tsunami of IT project disasters is on the horizon

No garden-variety u2018over budget and behind scheduleu2019 project failures here. Weu2019re talking spectacular failures that disrupt supply chains, delay the reporting of financials, and blow up the careers of seemingly competent executives.
By John Belden
4 trends disrupting managed infrastructure services

4 trends disrupting managed infrastructure services

As providers adapt their go-to-market strategies, customers must plan ahead.
By Greg Hall
4 critical success factors for selecting an SAP  system implementation provider

4 critical success factors for selecting an SAP system implementation provider

In the SAP SI selection process, the traditional approach facilitated by procurement is flawed and fails to account for the complexities of an enterprise SAP SI selection. Here’s how to get it right.
By Greg Hall
6 risks to avoid in your AWS, GCP, and Azure negotiations

6 risks to avoid in your AWS, GCP, and Azure negotiations

Choosing a hyperscaler includes a series of seemingly unrelated decisions that must be assessed and made with a target end-state in mind. You will likely only get to make this decision once, so youu2019d better get it right.
By Justin Parker
Getting to no: 3 things your cloud vendor won't give you (and what to ask for instead)

Getting to no: 3 things your cloud vendor won't give you (and what to ask for instead)

Knowing what vendors will say "no" to can be a powerful tool in your negotiation arsenal.
By Adam Mansfield
4 tactics for getting SIs to bid on your project

4 tactics for getting SIs to bid on your project

Systems integrators will be in high demand this year as digital transformation projects heat up. Here's how to make your project stand out in a seller's market.
By Greg Hall
Why steering committees fail to engage (and 5 ways to hold them accountable)

Why steering committees fail to engage (and 5 ways to hold them accountable)

There are some common reasons why a transformation steering committee may fail to engage—from a lack of motivation to a bias toward inaction, Here's how transformation leaders can overcome those blockers.
By John Belden
10 steps to avoid digital transformation failure

10 steps to avoid digital transformation failure

Executive sponsors play a key role in the success (or failure) of digital transformations. Taking these essential actions will tip the scales in your favor.
By John Belden
5 critical steps to relaunch a transformation initiative

5 critical steps to relaunch a transformation initiative

Across all markets, transformation programs that have been on hold for close to a year are being launched or relaunched. Here's how to make sure your transformation stays on the right track and lower your systems integrator spend by 15-20%.
By John Belden
Why ERP projects fail: Finding the gaps in your program plans

Why ERP projects fail: Finding the gaps in your program plans

Skipping steps in the implementation process can cost your company dearly. Here's what to look foru2014and look out for.
By John Belden
4 mistakes companies make with SaaS cost estimating

4 mistakes companies make with SaaS cost estimating

The devil, as they say, is in the details. Don't get tripped up on these common mistakes when calculating SaaS implementation costs.
By Jeff Lazarto
6 challenges of agile at scale for ERP

6 challenges of agile at scale for ERP

Overcoming these challenges are key to using agile for an ERP implementation. It's well worth the effort.
By John Belden
5 costly mistakes in infrastructure outsourcing

5 costly mistakes in infrastructure outsourcing

Consider yourself warned. These mistakes can derail your efforts, erode your business case, and start you off on the wrong foot with your chosen provider. Here's how to avoid them.
By Greg Hall
6 steps to successful SaaS renewal negotiations

6 steps to successful SaaS renewal negotiations

It's no secret that preparation is key to successful contract negotiations, but SaaS renewals come with their own set of challenges. What are you doing to prepare for negotiation success?
By Jeff Lazarto
10 ways to get value from your system integrator's quality review

10 ways to get value from your system integrator's quality review

Though the SI's proposals focus on the benefits the client is intended to receive from these quality reviews, the SIs are actually realizing a large portion of the benefits. Hereu2019s how to ensure you benefit as well.
By John Belden
5 steps to assess offshore support risk (and 5 steps to address critical needs)

5 steps to assess offshore support risk (and 5 steps to address critical needs)

To ensure continuity of critical operations, all businesses should take these practical steps to engage, assess, and partner with offshore service providers.
By Greg Hall
A CIO's checklist for executing the COVID pivot

A CIO's checklist for executing the COVID pivot

Simultaneously adjusting to new realities and developing forward-looking plans is near-impossible. This checklist will help you focus your efforts.
By John Belden
Effective IT cost optimization starts with internal alignment

Effective IT cost optimization starts with internal alignment

Take the time to understand the priorities and objectives of business stakeholders and avoid the natural tendency to apply immediate pressure to vendor partners.
By Len Riley
5 tips for executing a successful ERP go-live

5 tips for executing a successful ERP go-live

Few experiences in the business world compare to managing an ERP go-live. Here's how to set yourself up for success.
By John Belden
5 tips for navigating supplier relationships in an economic downturn

5 tips for navigating supplier relationships in an economic downturn

Don't let cost-cutting derail your digital transformation; take these steps to strengthen supplier relationships.
By John Belden
The two things customers want from cloud vendors

The two things customers want from cloud vendors

Cloud vendors could go a long way toward building trust with their customers and differentiating themselves in the market with two key changes in their approach.
By Adam Mansfield
4 lessons from the Hertz vs. Accenture IT disaster

4 lessons from the Hertz vs. Accenture IT disaster

A tremendous amount of information and specific insight can be gleaned by analyzing projects gone wrong. Here are four lessons IT leaders can apply to any outsourcing agreement.
By John Belden
Building elasticity in outsourced managed services

Building elasticity in outsourced managed services

Plan for the future by building both cost and service management elasticity into your outsourced managed service agreements up front.
By Greg Hall
High performing multi-vendor transformation teams – How to make it work

High performing multi-vendor transformation teams – How to make it work

There can be a significant pay-off for clients who enable a multi-vendor model to support their transformational programs. However, companies need to be prepared to put forward the effort required to enable the capturing of program benefits.
By John Belden
Precedents matter in cloud negotiations

Precedents matter in cloud negotiations

You might know what a great deal looks like, but that’s only half the battle. Achieving that great deal requires persuasiveness.
By Jeff Lazarto
Inside Microsoft and Google Cloud’s battle for the enterprise

Inside Microsoft and Google Cloud’s battle for the enterprise

The competitive landscape is heating up. As Google Cloud aggressively approaches enterprises to get a foot in the door, Microsoft is going to great lengths to keep them out.
By Adam Mansfield
Feeling handcuffed by your current IT vendor? Here’s how to increase your renegotiation leverage

Feeling handcuffed by your current IT vendor? Here’s how to increase your renegotiation leverage

With the average size of renegotiated contracts ranging from $20-40 million and renegotiation frequency increasing, customer negotiating teams can no longer hand the perceived switching cost advantage over to the vendors.
By John Belden
Digital transformation – don’t leave talent development crumbs on the table

Digital transformation – don’t leave talent development crumbs on the table

When it comes to digital transformation, if you don’t recognize next generation talent development opportunities at the very beginning, the overall benefits derived from the program will be much less.
By Jeff Lazarto
What cloud vendors really want from their customers

What cloud vendors really want from their customers

Knowing what matters most to your current cloud vendors, those you are considering and those you ultimately add to your portfolio of cloud products and solutions in the future, will help you assess what leverage you have when it comes time to negotiate your initial deal or your upcoming renewal.
By Adam Mansfield
Proven levers to reduce hardware and software maintenance

Proven levers to reduce hardware and software maintenance

7 short-term actions you can take now to produce meaningful in-year reductions to your budget.
By Len Riley
System integrator risk mitigation processes often have the opposite effect

System integrator risk mitigation processes often have the opposite effect

Relying on your SI to tell you how to mitigate risks is a flawed strategy that often does not have a happy ending.
By John Belden
Fear of premature escalation (FPE):  Diagnose and treat this silent ERP program killer

Fear of premature escalation (FPE): Diagnose and treat this silent ERP program killer

Recognizing the early warning signs and taking appropriate action can reduce the overall impact of this affliction, which can be deadly for an ERP project.
By John Belden
Don’t become a digital transformation horror story: Implement solid risk management

Don’t become a digital transformation horror story: Implement solid risk management

The only way to eliminate risk entirely is to do nothing at all, which of course brings its own risks to the business.
By John Belden
Sole sourcing negotiations: SI tactics and CIO countermeasures

Sole sourcing negotiations: SI tactics and CIO countermeasures

How CIO’s can ensure they maintain control of their sole source negotiations.
By Greg Hall

How to amplify the value of your system integrator

A few ways to increase the value of your SI. If only these engagements came with a user manual…
By John Belden
5 dirty little secrets of your system integrator

5 dirty little secrets of your system integrator

Ever wonder why companies still go over budget? Here are a few of the ways consultants pass that risk onto their customers.
By John Belden
Exploring the ‘unknown unknowns’ in IT-enabled digital transformation estimates

Exploring the ‘unknown unknowns’ in IT-enabled digital transformation estimates

Recognizing and acknowledging your own blind-spots can be tough to swallow, but wouldn’t you rather understand your blind-spots before you start your journey rather than when you reach the precipice of a failure?
By John Belden
When is it time to say goodbye to Accenture, Deloitte, IBM or KPMG?

When is it time to say goodbye to Accenture, Deloitte, IBM or KPMG?

You have probably invested a great deal of time and effort selecting your SI and more than likely written them a few sizable checks. So how do you end the relationship once it's clearly become one-sided?
By John Belden
How to negotiate the right deal with Microsoft

How to negotiate the right deal with Microsoft

Tips for companies undergoing digital transformation looking to adopt or renew one of Microsoft’s key offerings.
By Adam Mansfield
SAP and Oracle audits – US constitutional principles do not apply

SAP and Oracle audits – US constitutional principles do not apply

While businesses are not required to have separate committees to draft, enforce and adjudicate company policy, we expect some form of these principles to apply, even in the private sector.
By Jeff Lazarto
IT outsourcing agreements: 3 details many negotiations forget

IT outsourcing agreements: 3 details many negotiations forget

Whether you are establishing an outsourcing relationship for the first time, preparing for a sourcing event, or getting ready for a painful renewal discussion with your incumbent service provider, there is no circumstance where an outsourcing agreement should be executed without each one of these items first being addressed.
By Adam Mansfield
Don’t let your IT-enabled transformation program go ‘Into Thin Air’

Don’t let your IT-enabled transformation program go ‘Into Thin Air’

While reading u201cInto Thin Airu201d, I started drawing some parallels between climbing Mount Everest and deploying a major ERP system. The software you buy is the path that you choose to climb the mountain, and the System Integrator (SI) is your commercial guide. You put your trust in the SI to prepare you for the journey and make a significant investment of both your time and resources to complete the trip, just like those that trusted their lives to the mountain guides in 1996.
By John Belden
6 ways to train your internal team to maximize the value of consultants

6 ways to train your internal team to maximize the value of consultants

Companies today typically staff major programs with internal talent who spend a majority of their time engaged in the day-to-day operations of the company. Their participation in projects is typically infrequent and usually part-time. Contrast this with the consulting business model.
By John Belden
7 negotiation tactics that are futile in cloud renewals

7 negotiation tactics that are futile in cloud renewals

The most common negotiation tactics often don’t work if used during cloud renewals.
By Adam Mansfield
Common (and avoidable) divestiture headaches

Common (and avoidable) divestiture headaches

Nearly 9 out of 10 companies plan to divest assets in the next two years, but effectively executing a divestiture from an IT perspective can be a complex and challenging process. These are a few of the common software headaches companies run into when divesting parts of their business and why properly addressing these issues in your software or cloud agreement well before a divestiture is of utmost importance.
By Jeff Lazarto
5 mistakes to avoid when developing a SOW with Accenture, Deloitte, and IBM

5 mistakes to avoid when developing a SOW with Accenture, Deloitte, and IBM

Here are five of more than 30 risk points to address in the construction of an MSOW. You should consider all program risk points prior to signing off, rather than waiting until after the signing of the MSOW to conduct the first risk assessment.
By John Belden
Is your SAP SI partner evaluation missing the mark?

Is your SAP SI partner evaluation missing the mark?

The selection of the partner who will usher in your digital transformation is just as important as the software you choose. Common errors in selecting your consultant can mean long delays, business mismatches, higher costs or worse.
By Len Riley
The high cost of anxiety in negotiations

The high cost of anxiety in negotiations

Follow steps to reduce anxiety and improve confidence at the negotiating table, corporate IT leaders can make the biggest impact.
By David Blake
Implementing SAP S4/HANA digital core – Don’t be a prisoner to unnecessary costs

Implementing SAP S4/HANA digital core – Don’t be a prisoner to unnecessary costs

Program managers must regularly check the health of four different kinds of relationships to increase their chances of developing a successful program. Otherwise, they'll face their own version of the 'Prisoner's Dilemma.'
By John Belden
SaaS cloud subscriptions: When “on-demand” really isn’t

SaaS cloud subscriptions: When “on-demand” really isn’t

When considering a software vendor’s cloud offering, it's critical to think as much about how they structure the subscription agreement.
By Adam Mansfield
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