Going Global with Large IT Vendors: Dancing with the Elephant

Program Material Download pdf October 2008

What alternatives do you have when confronted with a large technology vendor having a product or service which is mission-critical for your company? Mega-vendors frequently enjoy a much stronger bargaining position for many reasons including their saturation of your company’s IT environment. In extreme cases, the transaction may be so large or the services are so critical, that this approaches a “bet the farm” negotiation. Using real-world experiences, the panel analyzed a number of scenarios from each party’s perspective and offer alternative strategies, tips, and techniques to use in crafting a solution that is good (well …. at least not bad) for the relationship.

Keywords:  Outsourcing; Technology