The CIO’s guide to smarter vendor negotiation: 10 tips

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In an IT marketplace marked by turbulence, inflation, and economic uncertainty, the process of contracting with vendors for technology products and services has gotten significantly more challenging for CIOs. IT leaders may find that prices are going up without an accompanying increase in benefits, with technology providers — less dependent on any one industry or geography — taking a harder line on deals, says Achint Arora, a partner in the pricing assurance practice at Everest Group. “Prices are increasing, and negotiation is becoming more difficult,” agrees Melanie Alexander, senior director…

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