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Tuesday’s Tip: Putting the Kibosh On ERP Vendor Sales Reps Who Troll For Indirect Access

Constellation Sees An Alarming Increase In Inquiries Constellation has received an alarming increase in inquiries about an unethical vendor sales practice coined as “trolling for indirect access”. Indirect access is when a vendor claims that a client is accessing their perpetually licensed software in an unintentional manner or inappropriately licensed manner. One vendor uses a […]

Posted by R "Ray" Wang on May 28, 2013

5 Comments

Tuesday’s Tip: Dealing With Vendor Offers To Cancel Shelfware And Replace With New Licenses

Reduction Of Shelfware Remains A Key Pillar In Legacy Optimization Strategies Shelfware (i.e. purchased software, not deployed, but incurring annual maintenance fees) is one of the biggest drains on operational expenses for enterprises.  In the latest Software Insider survey, 57% of global enterprises own more software licenses than deployed.  With average maintenance fees hovering above […]

Posted by R "Ray" Wang on December 14, 2010

3 Comments

Tuesday’s Tip: Dealing With Vendor Threats To Charge For Back Maintenance Fees

Four Common Customer Scenarios Will Trigger Vendors To Raise The Back Maintenance Fee Discussion Back maintenance fees describe the amount an organization would have paid for maintenance if they would have continued to pay the usual stream required to access support, bug fixes, patches, and upgrade rights.  As economic conditions have worsened, many organizations have […]

Posted by R "Ray" Wang on April 13, 2010

5 Comments