Monday, October 11, 2021

4 questions that get the answers you need from IT vendors

It’s the time of year when most enterprises are involved in a more-or-less-formal technology review cycle, as a preparatory step for next year’s budgeting. They’ve done this for decades, and it’s interesting to me that in any given year, enterprises share roughly three of their top five priorities. It’s more interesting that over three-quarters of enterprises carry over at least two of their top five priorities for multiple years. Why aren’t they getting addressed? They say their top problem is an “information gap.”

Buyers adopt network technologies that improve their business, not just their network. They have to justify spending, particularly spending on some new technology that someone inside or outside has suggested. That means that they have to understand how it will improve operations, how they’ll deploy it, and what the cost will be. To do this for a new technology, they need information on how that improvement would happen—and they say they’re not getting it.

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