Archives

Tuesday's Tip: Call Vendors On Their Bluff About "Rev-Rec" And Software Maintenance Contracts

Vendor Sales Reps Keep Using An Age Old Excuse Out Of Habit Many organizations start their Q4 software maintenance renewals process in September.  This has led to a flurry of emails and phone calls about revenue recognition (a.k.a. “rev-rec”) rules for software maintenance contracts.   Apparently, both customers and vendor sales reps suffer from mass […]

Posted by R "Ray" Wang on September 29, 2009

Vendor Event: Soft Summit 2009

Title: Vendor Event: Soft Summit Location: The Sheraton Palace Hotel, San Francisco, CA Link out: Click here Start Date: 2009-10-21 Start Date: 2009-10-22 Description: What is SoftSummit? Agility and Insight. Profitability Today! “SoftSummit has a great mix of practitioners, looking at licensing from an end-user and a vendor perspective and has a great deal of […]

Posted by R "Ray" Wang on September 5, 2009

Tuesday's Tip: Note To Self – Start Renegotiating Your Q4 Software Maintenance Contracts Now!

Labor Day (US Holiday) traditionally marks the end of summer BBQ’s, the beginning of the fall conference season, and yes, the time to begin a review of your software maintenance contacts that expire end of year.   As clients prepare for this seasonal ritual, a few trends in 2009 should set the stage for negotiations: […]

Posted by R "Ray" Wang on September 1, 2009

Tuesday's Tip: How To Properly Align Team Incentives In Software Contract Negotiations

In the first step of the original seven simple steps to successfully negotiate software contracts, the key is to have the right team in place.  To refresh everyone’s memory from the March 8th, 2004 post the details for Step 1 are: Step 1: Ensure that the right team is in place Inputs:  Organizational chart and […]

Posted by R "Ray" Wang on August 4, 2009

Monday's Musings: Users Now Expect More Advocacy From Their User Groups

Many user groups currently meet the basic requirements… Today’s independent and vendor sponsored user groups serve a key role in building community among a common interest group.  Typical mission and objectives often include: Creating an environment to share information and best practices Exposing issues and limitations with a vendor’s product and partner solutions Soliciting member […]

Posted by R "Ray" Wang on August 3, 2009

Tuesday's Tip: 3 Approaches To Return Shelfware

Declining demand and diminishing output increase the pressure for enterprises to reduce their software license maintenance costs.  As part of a larger enterprise apps strategy, shelfware reduction provides an area for significant cost savings.   However, shelfware reduction is often hard to achieve because many vendors impose: Enterprise wide agreements. These “all you can eat” agreements […]

Posted by R "Ray" Wang on July 21, 2009

Quips: The Fervor Over Vendor Sales Tactics

Blogosphere highlights broken software vendor business models What a crazy few days in the blogosphere!  Economic pressures force clients to become more attuned to the business models of software vendors.  Vendors have amped up sales tactics as they face earnings pressures.  Fellow colleagues in the analyst/blogger/media world have responded in full force to the observations […]

Posted by R "Ray" Wang on April 17, 2009

Research Summary: Shape Your Apps Strategy To Reflect New SaaS Licensing And Pricing Trends

FORWARD AND COMMENTARY “Shape Your Apps Strategy To Reflect New SaaS Licensing and Pricing Trends” represent the seventh report in an on-going series to provide clients with insight on how to better align their packaged apps strategies.  As more and more clients seek SaaS solutions as options to pipe in innovation and potentially control costs, […]

Posted by R "Ray" Wang on April 16, 2009

Speaking Engagement: ZDNet Japan Business Applications Conference

ZDNet Japan Business Applications Conference Bellesalle Yaesu, Tokyo, Japan June 10, 2008  13:00-18:00 R “Ray” Wang Keynote Speech: Insights Into Building A Recession Proof Apps Strategy ZDNet Japan ビジネス・アプリケーション カンファレンス 不況だからって、アプリケーションを止められますか? いうまでもなく、不況です。不況はITコストの削減を生みます。しかし、いまや、ITは止められないばかりか、進化を続けなければなりません。 企業は情報システムへの投資をこれまで通り続けられない状況にあります。こうした状況においてこそ、情報システムを真剣に考え直すべきです。本イベントでは、そのなかでも、最もビジネスに近い層であるビジネスアプリケーションについて議論します。 小さく導入したアプリケーションを統制・連携するためのアーキテクチャーとしてはSOA、ビジネスの効率化をITに実装するためのBPM、所有から使用への新たな選択肢として脚光を浴びるSaaS…… 不況下でも企業が情報システムにできることはたくさんあるのです。 » 来場事前登録はこちら 開催概要 名称 ZDNet Japan ビジネス・アプリケーション カンファレンス 開催日時 2009年6月10日(水)  12:30開場  13:00開演 場所 ベルサール八重洲 [会場について] 参加費 無料(事前登録制) 定員 300人 対象 CIO(情報に関する資源の統括、戦略立案、実行する責任者の方)/IT部門のマネージャ/業務でERP、CRM等アプリケーションに携わる方 特典 「来場者アンケート」にご回答いただいた方にQuoカードをプレゼントいたします。 […]

Posted by R "Ray" Wang on April 10, 2009

Monday's Musings: Total Account Value, True Cost of Ownership, And Software Vendor Business Models

Recession creates an opportunity for frank vendor – client discussion A fine equilibrium exists between the vendor’s success and a client’s success.  Its time for the enterprise software industry to have a frank and honest conversation about software costs and vendor business models. To date, comparing cost among different vendors remains difficult as license, maintenance, […]

Posted by R "Ray" Wang on April 5, 2009

Tuesday's Tips: Five Simple Steps To Reduce Your Software Maintenance Costs

Maintenance costs represent a major part of the software budget and the largest growing source of revenue for software vendors.   In fact, an aggregation of the past four quarters of software vendor financial results definitively demonstrates double digit declines in new license revenue, even more exacerbated by the evils of currency flux from the […]

Posted by R "Ray" Wang on March 24, 2009

Tuesday's Tip: Software Licensing and Pricing – When Software Contract Negotiations Strategies Should Be Led By Domain Experts

A common question asked by readers of this blog is when should vendor contract negotiations be led by a domain expert and when should this be led by a procurement professional?  As the complexity of the technology topology increases, expect a multitude of domain experts in roles such as application specialists, business process experts, enterprise […]

Posted by R "Ray" Wang on March 10, 2009

Poll/Survey: It's Time To Update The Enterprise Software Licensee Bill of Rights!

Now’s The Time To Assert Your Rights With the market now in favor of the enterprise software licensee, its now time to update the Enterprise Software Licensee’s Bill of Rights to include newer topics such as virtualization, SaaS and subscription pricing, newer usage based pricing models, open source, and vendor lock-in avoidance.  As mentioned in […]

Posted by R "Ray" Wang on March 5, 2009

Tuesday's Tip: Software Licensing and Pricing – Do Not Give Away Your Third Party Maintenance And Access Rights

In several contract negotiation support calls this month, clients have discovered interesting language in their contracts designed to prevent them from choosing a third party maintenance option.  The language is often buried deep into the legalese and many unsuspecting clients may sign without understanding the future implications in the software ownership life cycle and the […]

Posted by R "Ray" Wang on February 10, 2009

Tuesday's Tip: Software Licensing and Pricing – Now's The Time To Remove "Gag Rule" Clauses In Your Software Contracts

Vendors Find New Ways To Limit Access to Third Party Advisers Conversations over the past 3 months with clients about their software contracts highlight some egregious licenses practices by software vendors.  Here are some examples of gag rules that some vendors have recently attempted and successfully put into contracts: Limits on third party negotiation support.  […]

Posted by R "Ray" Wang on January 27, 2009