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Global Vendor Negotiation Strategies
TechnologyEvaluation.Com has defined 6 global negotiation categories and macro questions that should be reviewed in preparation for any major technology

vendor negotiations  pricing, product maintenance and vendor service and support. All negotiations should be conducted from two different but related perspectives - an absolute price (the price provided by the vendor in a vacuum) and relative price (vendor price versus its top competitors). The client should be willing to give ground tactically in areas that are known in advance to be vendor sticking points, while using that vendor inflexibility to gain additional strategic concessions in other areas. For example, when a Read More

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Documents related to » vendor negotiations


QAD Explores E-Business While Not Abandoning ERP
QAD, one of the leading ERP vendors, announced a number of product and alliance initiatives prior to or during Explore 2000, its annual user conference that

vendor negotiations  situation based on what vendor is participating. We're finding that many of our customers prefer to keep control of their transactions and not place their private information on a public exchange, said Pam Lopker, President of QAD. With QAD eQ reverse auction functionality, our customers have greater control over who participates in their exchange - as many or as few vendors as they deem appropriate. The solution also offers the potential to reach out to multiple industry trading exchanges to satisfy Read More
IT Vendor Management in Hard Economic Times
During a recession, successful businesses change their approach to managing information technology (IT) sourcing. The challenge is to become more efficient and

vendor negotiations  Vendor Management in Hard Economic Times Vendor Management and Strategic Sourcing is a vital part of operations for most organization that do not have the resources and / or capabilities internally to meet their strategic imperatives. Estrella Partners has resources that have been in the consultative field for decades. Source: Estrella Partners Group, LLC Resources Related to IT Vendor Management in Hard Economic Times : Vendor Management System (VMS) (Wikipedia) IT Vendor Management in Hard Economic Read More
Two Vendor Execs Discuss the Current B2B Pricing Market (and its Future)
Why are some companies still managing their prices with spreadsheets—and leaving their single most important profit lever to such inadequate if not harmful

vendor negotiations  Vendor Execs Discuss the Current B2B Pricing Market (and its Future) Based on the upbeat results of some business-to-business (B2B) pricing vendors in 2011, one could easily assume that the pricing software market’s value proposition is well known and accepted by companies en masse. At least in the retail sector this assumption could be validated by IBM ’s recent acquisition of the retail pricing and assortment optimization leader DemandTec . But as the title of my recent article intimates, the Read More
The Challenges that Remain for One Aspiring Global Sourcing Vendor
In the long term, Eqos’s current stature and means may not be enough to maintain its competitive position against current and potential competitors, especially

vendor negotiations  One Aspiring Global Sourcing Vendor Despite Eqos 's encouraging growth, increasing momentum, cumulative savvy, and indisputable experience as a provider of global sourcing and supplier management solutions for the retail supply chain worldwide (please see the previous parts of this series: One Vendor's Quest to Garner a Global Sourcing Ecosystem , A Retail Sourcing Suite Built on Experience , The Secret of One Vendor's Success in the Retail Supply Chain , and How One Sourcing Vendor's Offerings Are Read More
Competition from a Small Vendor
One reason to look at small specialist providers is the ongoing success of Sweden-based Jeeves Information Systems AB. Even the largest players acknowledge the

vendor negotiations  from a Small Vendor Competition from a Small Vendor In the grand scheme of things, it is obvious that the giants ( SAP and Microsoft ) are creating and bolstering the awareness of the need for systems usability. The previous article ( Major Vendors Adapting to User Requirements ) addressed the response of SAP and Microsoft to the user requirements detailed in Driving Factors in the Enterprise Applications Market . But we should also note that some lesser-known vendors have long delivered Read More
Secrets for Choosing a Reliable Vendor
The main consideration for companies considering outsourcing is cost savings. Because efficiency is key when choosing a vendor, most companies end up

vendor negotiations  for Choosing a Reliable Vendor The main consideration for companies considering outsourcing is cost savings. Because efficiency is key when choosing a vendor, most companies end up collaborating with different outsourcing firms that cater to their different needs. However, recent studies have shown that more companies are hiring providers that can offer different services and meet a variety of needs. Learn what this trend means for your company. Read More
9th ERP Vendor Shootout, 23-25 Feb 2011: Early-Bird Registration Specials.
The 9TH ERP VENDOR SHOOTOUT Renaissance. Grand Bohemian Hotel. Orlando, Florida Calling allmanufacturers and distributors:Take advantage ofearly-bi...

vendor negotiations  ERP Vendor Shootout, 23-25 Feb 2011: Early-Bird Registration Specials. 9th ERP Vendor Shootout, 23-25 Feb 2011: Early-Bird Registration Specials. EARLY-BIRD SPECIALS—WIN, WIN, WIN! The 9TH ERP VENDOR SHOOTOUT Renaissance Grand Bohemian Hotel Orlando, Florida (US) Calling all manufacturers and distributors: Take advantage of early-bird registration specials by registering before January 12 and be entered in a draw to win four trips to Disney World !! Hosted by the VAR Community and moderated by Read More
TEC Vendor Note: Lectra, A Focused PLM Player
A brief introduction to Lectra, a specialized vendor in the CAD, CAM, and PLM industry, including history, product offerings, and achievements, as well as

vendor negotiations  Vendor Note: Lectra, A Focused PLM Player Thirty years ago, Michael Porter introduced three best generic strategies —cost leadership, differentiation, and market segmentation (or focus)—in his 1980 book Competitive Strategy: Techniques for Analysing Industries and Competitors . Since then, these three strategies have helped explain numerous success stories in the business world. While looking at Lectra with Porter’s theory in mind, I had to accredit market segmentation as a winning strategy for Read More
Vendor Rating Updates: Process ERP, CRM, and Financials
Newly published TEC ratings are available for a number of software vendors. Individual reports are available for purchase, or you can review the ratings in

vendor negotiations  Rating Updates: Process ERP, CRM, and Financials Newly published TEC ratings are available for a number of software vendors. Individual reports are available for purchase, or you can review the ratings in-depth using the evaluation centers . Here's a quick rundown of the updates. Take note if you're in the process of evaluating any of the following systems. enterprise resource planning (ERP) for process manufacturing industries customer relationship management ( CRM ) enterprise financial software Read More
16th Vendor Shootout for ERP in Miami
Technology Evaluation Centers (TEC) is proud to announce the 16th Vendor Shootout for ERP. This year the Shootout will take place in beautiful Miami, Florida

vendor negotiations  Vendor Shootout for ERP in Miami Technology Evaluation Centers (TEC) is proud to announce the 16th Vendor Shootout for ERP. This year the Shootout will take place in beautiful Miami, Florida. The event will be held from February 20–21, 2013. For more information and to register for the event, visit the Vendor Shootout Web site . TEC once again be moderating the event where top enterprise software vendors will present their solutions to attendees. This unique event offers a one-of-a-kind opportunity Read More
How One Vendor Addresses Support and Maintenance Issues
SAP is addressing the problem of customers wanting support that vendors are either not providing, or providing at unjustifiable prices. Support and maintenance

vendor negotiations  One Vendor Addresses Support and Maintenance Issues Problem Setting SAP is one of the major enterprise resource planning (ERP) vendors that is addressing the concerns of its user base regarding support and maintenance (S&M) issues. These issues are detailed in a previous series on S&M: Will User Enterprises Ever Get Onto an Easy (Support and Maintenance) Street? , Support and Maintenance: No Longer the Software Industry's Best Kept Secret ? , What Is the Value Proposition of Support and Maintenance? , Read More
12th Vendor Shootout for ERP: Dallas, TX, USA, 12-13 Oct 2011 - Early Bird Rates Extended!
The 12th Vendor Shootout for ERP. Dallas, Texas, USA. October 12-13, 2011. Dallas Marriott Quorum. Manufacturers and distributors:Early-bird Rates ...

vendor negotiations  Vendor Shootout for ERP: Dallas, TX, USA, 12-13 Oct 2011 - Early Bird Rates Extended! 12th Vendor Shootout for ERP: Dallas, TX, USA, 12-13 Oct 2011 - Early Bird Rates Extended! Early-bird Rates Extended! The 12th Vendor Shootout for ERP Dallas, Texas, USA October 12-13, 2011 Dallas Marriott Quorum Manufacturers and distributors: Early-bird Rates are extended until September 30! Don’t miss out on this opportunity to see the following ERP solutions go head to head! Oracle, abas, Infor, Epicor, SAP, Read More
The 11th Vendor Shootout for ERP: Observations - Part 2
Part 1 of this blog series talked about my attendance of the 11th Vendor ShootoutTM for ERP event, which took place in Boston in mid-August 2011. I was able to

vendor negotiations  11th Vendor Shootout for ERP: Observations - Part 2 Part 1 of this blog series talked about my attendance of  the 11 th Vendor Shootout TM for ERP event , which took place in Boston in mid-August 2011. I was able to experience this co-opetitive gathering of eight solution providers and several dozen end users seeking new solutions first-hand as a neutral (and yet very active) observer (for the inner workings of the event, see my article Demystifying Vendor Shootout for ERP events ). My blog post Read More
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