Forrester

For Sourcing & Vendor Management Professionals

Tool:Software Companies Disagree On Which Policy Is Fairest

For Sourcing & Vendor Management Professionals

Client Inquiry:Motivating Suppliers To Agree To A Relationship

In this economic environment, do you have suggestions on how to motivate suppliers to agree to a relationship that will shrink and not grow over time? Can you suggest best practices in a situation...

For Sourcing & Vendor Management Professionals

Blog:Herculean Buyers, Lions, And Hydra — Do You Want One Throat To Choke, Or Reps That Understand The Products They’re Selling?

The proposed acquisitions of SuccessFactors by SAP, and of Emptoris by IBM got me thinking about the impact on buyers of market consolidation, in respect of the difference between dealing with...

For Sourcing & Vendor Management Professionals

Blog:Golf, World Cup Tickets, And Other Ethical Dilemmas

I once played golf with an ex-politician who ran Liverpool Council until he had to resign after being caught accepting bribes from local firms tendering for lucrative council contracts. He claimed...

For Sourcing & Vendor Management Professionals

Client Inquiry:Do You See Software Pricing Going Up Or Down?

In the next 12 months, do you see software pricing going up or down?

For Sourcing & Vendor Management Professionals

Report:Key Players In The Software Reseller Market

Sourcing Professionals Should Consider These Companies When Looking For Global Value-Added Resellers (VARs)

Recent developments in the technology industry mean that VARs must focus more on the value-add part of the role they play; that's where the money is and what clients demand. Sourcing and vendor ...

• Downloads: 523

For Sourcing & Vendor Management Professionals

Blog:SAP Seeks Director Of Pricing & Licensing - My Alternative Job Description

SAP is advertising for a new Director Of Pricing & Licensing. The job description states “The Strategic Pricing Director is a key member of SAP’s Revenue Strategy and Pricing Group....

For Sourcing & Vendor Management Professionals

Report:Tiers Are Not Enough

One Software Supplier Classification System Is Insufficient To Drive Both Sourcing Strategy And Operational Monitoring

Inadequate tiering of your software suppliers can cause you many problems: It can make it harder to know where to focus your vendor management resources and difficult to differentiate between...

• Downloads: 227

For Sourcing & Vendor Management Professionals

Blog:What Do You Mean When You Call A Supplier A “Strategic Partner”?

I handle many inquiry calls from clients asking for help negotiating with large suppliers, and often they claim the supplier is a strategic partner. I’ve noticed that many clients use that...

For Sourcing & Vendor Management Professionals

Blog:The Next Three Weeks Are Very Important To Microsoft, And That Gives Buyers Leverage

A couple of months ago I was blogging from sunny Barcelona with the Red Sox 0-6. Now I'm in Barcelona again for our IT Forum, but this month its raining heavily here, while back in UK we...

For Sourcing & Vendor Management Professionals

Report:Introducing Software License Optimization

Continuous Improvement: The Strategic Software Sourcing Playbook

This report describes how sourcing and vendor management leaders can practice continuous improvement as part of Forrester's strategic software sourcing approach. Software asset management (SAM), as...

• Downloads: 706

For Sourcing & Vendor Management Professionals

Report:The Forrester Wave™: eProcurement Solutions, Q1 2011

Procure-To-Pay Specialists Ariba And Basware Still Lead, But The ERP Suites Have Closed The Gap

In Forrester's 70-criteria evaluation of eProcurement solutions, we found that Ariba and Basware led the pack because of their superior user experience and wider supplier enablement capability....

• Downloads: 1457

For Sourcing & Vendor Management Professionals

Report:Case Study: LOCOG Builds Partnerships To Deliver London 2012 Faster, Higher, Stronger

An Example Of Forrester's Best Practices For Strategic Relationships

The Olympic motto is "Citius, Altius, Fortius," and the business technology (BT) for the London 2012 Olympic Games lived up to it — faster results, higher-quality systems with stronger...

• Downloads: 38

For Sourcing & Vendor Management Professionals

Tool:New Products Give Microsoft's Revenue A Short-Term Boost

For Sourcing & Vendor Management Professionals

Client Inquiry:Microsoft Select Agreement

In simple terms, when organizations enter into a Select agreement with Microsoft and they fail to achieve the Select or Select Plus "points" objective, what has been the policy of Microsoft? Has the...

For Sourcing & Vendor Management Professionals

Report:Per-Processor Licensing — It's All About Core Values

Software Buyers Should Evaluate The Long-Term Cost Implications Of Software Companies' Differing Approaches To Advances In Chip Technology

What, exactly, is a processor? IT sourcing professionals are finding it increasingly hard to answer this apparently simple question when applying their "per-CPU" hardware-based software license...

• Downloads: 422

For Sourcing & Vendor Management Professionals

Client Inquiry:Cost Capitalization When Renewing Microsoft Enterprise Assurance (EA) Licenses

What is the current thinking on ways to capitalize existing software assurance (SA) components during an EA renewal? Why?

For Sourcing & Vendor Management Professionals

Report:Software Pricing And Licensing Trends 2011

Software Sourcing Leaders Should Create Sourcing Strategies That Take Advantage Of Profound Changes In The Software Market

In 2011, Forrester expects to see major changes in the pricing and licensing approaches of traditional software providers. Increasing tension between vendors' insatiable demands for revenue and...

• Downloads: 1609

For Sourcing & Vendor Management Professionals

Report:Demand Pricing That Matches Business Value — The Radical Sourcing Trend For 2013

Landscape: The Strategic Software Sourcing Playbook

This report describes the software pricing and licensing landscape and explains why it makes it so important for sourcing and vendor management executives to implement Forrester's strategic software...

• Downloads: 317

For Sourcing & Vendor Management Professionals

Blog:The United States’ Lawsuit Against Oracle Could Impact Your Future Software Negotiations

We’ve all heard software reps blame “revenue recognition” and “Sarbanes-Oxley” as an excuse for not giving an extra discount or contractual concession. IT sourcing...

For Sourcing & Vendor Management Professionals

Tool:Verify Your Empowerment To Drive Transformation

For Sourcing & Vendor Management Professionals

Blog:Spring Training For Microsoft Negotiators

It’s a beautiful sunny day here in England, the first snowdrops have appeared in my garden and at least one of my pet hens has restarted laying – yes, Spring is on the way. Meanwhile, in...

For Technology Marketing Professionals

Blog:Software Companies Can Gain Competitive Advantage By Making Their Pricing Value-Based

I help hundreds of technology buyers each year to understand the impact of technology changes on their software contracts, but I also get questions from software providers about how best to price...

For Sourcing & Vendor Management Professionals

Report:Microsoft SQL Server 2012 Licensing Changes — What You Need To Know

Repackaging And The Move From Per-Processor To Per-Core Licensing Will Affect The Way Your Organization Uses SQL Server

Microsoft's recent announcements will affect the way your organization licenses its SQL Server product and what you have to pay to use it. To prepare for these changes, sourcing and vendor management...

• Downloads: 216

For Sourcing & Vendor Management Professionals

Blog:IBM's Acquisition Of Emptoris Further Reduces IT Sourcing Professionals' Options

Just over a week after SAP published its intention to buy Success Factors, IBM announced yesterday that it will acquire Emptoris, one of the leading ePurchasing suite vendors. My colleague Andrew...