Our Thoughts on IT Matters

Keep Posted on Industry News and Events

   

Be Skeptical of Suppliers Increasing Prices with Inflation Excuses

It’s a now well-known axiom that there is opportunity in chaos.  From our vantage point, technology suppliers are joining in the spirit of that theme to accelerate price increases which are then passed along to their customers.  Price gouging it would seem is no longer the domain of consumer goods as we suspect it’s also being employed in high tech.  If you have been involved recently in a renewal, software audit, M&A activity, or any other supplier intensive negotiation, some of these price increase ‘excuses’ may sound familiar:   Inflation  Energy costs  Interest rates  Labor supply  Economic downturn  War in Ukraine  Rising US dollar ...

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Memo to CFOs: 6 Things IT Didn't Tell You About Microsoft Spend

The pace of change today is to say the least – breakneck.  Leveraging tech to get closer to your customers, drive revenue, and increase margin (i.e., save money) is at the forefront of initiatives for most companies.  At the same time, layer in the levels of complexity in understanding every supplier’s value add in that mission, along with each having their own rules for pricing, agreement frameworks, and  legal terms, it’s no wonder companies frequently have sub-optimized supplier agreements, investments, and relationships.  One area that I have focused on in the last three decades specifically, is Microsoft.  I’ve negotiated and reviewed ...

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Top 20 Mainframe Software Suppliers

BREAKING: The Mainframe is not dead. While smaller companies continue to get off the mainframe, it’s still too soon to write an obituary, as mid-sized businesses grew mainframe consumption from 5 to 15% and large enterprises grew from 15 to 20% in 2021. Recent analyst reports suggest that as much as half of the world’s information is still processed on the mainframe. The mainframe was a $2.3 Billion Industry in 2021, is expected to increase another 8% in 2022, and is projected to grow at a 3.2% CAGR from 2021-2029. Major hardware, software, and services companies that stand to benefit from this decade of mainframe market growth include Atos, ...

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Calling All Budget Heroes: Seven Strategic Supplier Strategies for Year End

As we've been saying for months, post (hopefully) pandemic Market Conditions are ripe for you to act in driving business value into your company. If you've ever dreamed of being the budget hero, this is it. With the tumult in the supplier marketplace around M&As, shifts of products to the cloud, small company disruptions, the supplier competition has never been as robust. Once you digest the list below and want more, we're happy to talk. There's nothing we like better than chatting about how to get more value from technology suppliers - especially now. Big Software SAP Nearly 100% of SAP deals come due in December. This is driven by ...

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5 Q4 Sales Strategies Technology Suppliers Use Against You - Updated!

‘The Most Wonderful Time of the Year’ is a popular holiday song and was written by Edward Pola and George Wyle in 1963.  It was popularized in North America by singer Andy Williams that same year on his television show by the same name.  However, we didn’t have to do much research to learn that the inspiration for that song had nothing to do with the 4th quarter for most business leaders and their respective companies.  Anecdotally, we believe most business leaders might say it’s the most *stressful* time of the year, especially for publicly traded companies – most of whom have their fiscal year end aligned with the calendar year end of ...

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Like a Bad Hangover, Did You Wake Up in 2022 Budgeting Season and Wonder Where Your Money was Spent?

Like a party no one wanted to go to, the COVID pandemic dragged many IT Executives into (over) spending on technology that was not planned for. In the frenetic pace to ‘keep the lights on’, expenditures were made without the scrutiny they may have normally received pre-COVID. Supporting all the work from anywhere (WFA) initiatives including conferencing, PCs, and remote access software and hardware were all added to the mission critical initiatives already underway, like digital transformation and cloud migrations siphoning money away from those other priorities. As you start planning for your 2022 budgets, you may just now be realizing and ...

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Cyber Security and Ransomware: Punching Above Your Weight With MSPs and MSSPs

The news is rife lately with security breaches and ransomware attacks. The U.S. company Colonial Pipeline was among one of the high profile cases given the impact on business and consumers across the country. There have been several others such as JBS USA food processor, Ireland’s HSE (Health Service Executive) which manages health care system, Acer and many, many more. As an NBC news item recently put it, Cyber Security staff are barely hanging on and not able to keep up with the barrage of attacks. Its clear that for the short term, the opportunities for criminals to make vast sums of money are simply too good to resist and will likely ...

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AWS Market Update and 2021 Market Forecast

Cloud is an integral part of almost every company's strategic technology portfolio.  As legacy migrations continue and cloud spend increases across every industry, its never been more critical to understand both your specific cloud investments, and the suppliers (AWS) that drive them.  Only those that fully understand these market dynamics will enjoy the competitive advantage that comes with informed insight.  Conversely, those who fail to comprehend their waste, overspend and the market dynamics behind it, are doomed to escalating spend, blown budgets, and lagging transformation efforts. Below we give you that market insight, updates on AWS ...

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Financial Services Series: Four Ways to Find Savings and Reduce Opex Now

The IT landscape in Financial Services is changing rapidly. Regardless if they want to be industry leaders, fast followers of reactors, the ever-spreading cost base for Financial Services Companies leaves less budget available for capital investments in new technology, driving a vicious cycle of increased operating cost. In the drive to enact transformational change, Financial Services Companies should seek out the benefit from low hanging fruit to reduce current Opex. According to a PwC Global FinTech survey, 81% of CEOs are concerned about the speed of technology change, which is more than any other industry sector. Thousands of startups ...

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Supplier Profits and 5 Year End Sales Tactics They Use Against You

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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