// archives

Vendor Management

This category contains 13 posts

Post-Acquisition Strategies in Tech Companies

Just a brief note on an interesting trend I am seeing with some of my technology partners … Virtela, an international telecom / data services provider out of Denver, CO was recently acquired by NTT, a massive ($130B) international presence. At our business review meeting last week, we were assured that NTT intends to leave […]

IBM Marketing Message Muddle

Just an observation from the past week; I had a meeting with an IBM Sales Team, reviewing a range of products as they work to understand where IBM might help my business. I appreciate the fact that IBM has a wide selection of offerings, and we were doing an OK job of reviewing various families […]

Apples to Apples? SaaS/Cloud vs. Inhouse: Cost Over Time

I noticed something this week, in conversation with a number of folks about Software-as-a-Service (SaaS) and Cloud Computing offerings and contract terms. There was an interesting common trend: SaaS contracts provide for an annual subscription fee increase – your costs will predictably, consistently go up. Specifically, the typical terms I am seeing include an annual […]

Is SharePoint WSS dangerous to SharePoint contractors?

Firing Up Internal Opportunity It was true last year, but even more so now; SharePoint is very important for corporate IT, both strategically (medium- and long-term) and tactically (short-term). Sure, it’s a terrific way to iterate on collaboration, internal portals, document management, etc. – “enabling innovation” in every buzzword-compliant sense. But there is solid benefit […]

Field Notes: Lean Times for IT Services

I know it’s lean times in IT, and product / services vendors are all beating the bushes. Some interesting patterns have emerged over the last few months … My Boss Is In Town: This is far and away the #1 meme / structure of incoming cold calls; I get a (very) brief synopsis of services/value […]

Aggravating Vendor Behavior – Ever Heard of CRM?

I got a call a few weeks ago that put me in a slightly cranky, slightly bemused mood. This is not a recent phenomenon – it has happened at every company in my career. A few of the big-name vendors (including IBM, Oracle, SAP, Microsoft, HP, and others) have no problem peppering different people in […]

Strategies for Malware in Consulting Engagements

Last in a series on some practical legal mumbo jumbo (disclaimer: IANAL) for your Master Consulting Agreements (MCA). This one was particularly interesting to put in; it’s really interesting to see who catches it, but it was an amazing (in retrospect) observation that led us to include the language. The Trigger Event: A virus outbreak. […]

Strategies for Risk Sharing in Consulting Engagements

I am late is responding to a comment on this post, first in a series about Consulting Engagements. Earlier this week it was Intellectual Property, with another good comment … so, why all the harsh language about protecting IP that I probably can’t commercialize? Ah – welcome to the world of Risk Sharing. The issue […]

Strategies for Intellectual Property in Consulting Engagements

Previously, I wrote about Fee Structures in Consulting Engagements, which is the stuff that the consultants are primarily interested in. If the consultant / firm has any strategic skills,their next concerns will be about Intellectual Property (IP) rights. <aside> Not that IP, this IP </aside> Do you really think that they make it all up […]

Strategies for Fee Structures in Consulting Engagements

Yet another vendor seminar last month, and the idiosyncrasy of the day was an abnormal amount of focus on the fee structure (they were presenting their expertise on a certain platform, and talk of fees was a tad disconcerting). The vendor is, of course, railing against the fixed fee – puts all the risk on […]