Our Thoughts on IT Matters

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Is 'Overspend' Culture Impeding Your Digital Transformation?

Every IT leader reading this now is overspending 30% to 60% on at least one of their strategic suppliers. Unfortunately, many are overspending on several. How can we know this with such confidence? We’ve been seeing it now since 2002 and it’s the very reason we are thriving today. There are several factors that enable this culture of overspend to get traction inside organizations.  Much of it is built on the good intentions of IT buyers simply working to execute their business plans with limited resources.  Exacerbating the problem however, are the technology goliaths and their downstream ecosystems, who spend vast sums of money to ensure ...

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Top 10 Technology Suppliers to Watch in 2021

Dexter Siglin
Mar. 12,2021 | Software SaaS

Working with our Clients during a time of heightened need has given us a unique perspective on the market with an ability to see the Industry in real time and in practical terms.  Being ahead of the market has its advantages in that we can see the ‘up and comers’ emerging; those technology suppliers who are showing up in more Client accounts offering high value solutions with real world application and practical use cases. In our first ever post of its kind, here is our list of the Top 10 Technology Suppliers to Watch in 2021: One: Veeva Category: Life Sciences Data Management Location: Pleasanton, CA By: Steve Zolman Veeva Systems is the ...

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Supplier Profits and 5 Year End Sales Tactics They Use Against You (updated for 2020!)

The end of year mania is underway as sales professionals from some of the largest tech companies on the planet try to capture and fill their Q4 quota.  When such a substantial portion of a sales rep’s income rests on their ability to separate company dollars from your budget, it’s no wonder we often witness such unbridled aggression this time of year.  It can be personally traumatic for salespeople as they sit in their weekly (sometimes daily) sales meetings with their respective teams, while management tears apart their sales opportunities and deals often in front of their peers with questions like: What is the status of deal x/update on ...

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Twenty-Three (and counting) Free Supplier Offers for Business Use During Covid-19

If you are like me, you have been receiving an avalanche of email notifications from every company you’ve ever done business with letting you know how they are responding to the Covid-19 crisis.  Did I really need to know how my auto mechanic is responding to the epidemic?  Probably not at the top of my list.  However, if you can get through the noise, there have been some legitimate offers to help companies support their teams and customers through the crisis.  Most of these offers are in the form of free services and software for an extended period of time (30-60-90 days and more).  Below, we’ve compiled a list of twenty-three companies ...

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Managing IT Spend in a Global Pandemic: Strained Capacity and Reflexive Buying

Unlike consumers who have been panic-buying bathroom paper products in bulk over the last few weeks, IT executives have prepared for security threats and natural disasters for many years and have deployed highly resilient solutions with varying degrees of business continuity.  Clients have spent millions for things like network redundancy, contact center contingency planning, remote workforce support, and business application and underlying compute and storage infrastructure availability. The list could go on.  In fact, there is a whole industry set up to help IT leaders face this business continuity challenge.  What many of those plans fell ...

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