Negotiating for tech needs: 3 essentials

Any negotiation with tech vendors should cover these three needs.

IT management expert Bill Peldzus told Computerworld, “Lowest price isn’t enough of a goal if an IT contract doesn’t include all of the things you need over the length of the purchase.”

What are those needs, in general? Peldzus explains:

  • Specifics on maintenance and support, including cost and length of time the vendor will provide support.
  • A “pay-as-you-grow” clause in the contract, in which a vendor can install extra capacity at no charge when they bring in your new hardware, and you pay them to activate it as you need it.
  • A lock-in on prices for future purchases.

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