Len Riley is the Chief Advisory Officer at UpperEdge, with over 20 years of IT procurement and financial management experience, including the former head of IT Finance & Procurement at CVS Health and leader of AMR Research’s IT Sourcing & Commercial Advisory Practice.
From upcoming support expirations to the hard-sell of RISE, SAP customers — and midmarket targets — can expect a cloudy future that will require complex evaluations and reimagined managed services relationships.
A successful negotiation is something your organization needs to plan for. That starts with knowing the tactics your potential consulting provider is likely to employ—and how to maneuver around them.
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