Byrne Tony Byrne

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Vendor briefings, take two

23-Feb-2007

Tags: Document Management (ECM), Web Content and Experience Management, Marketplace at Large, Selecting Technology

Well, my post yesterday elicited some strong reactions. Here's a summary of some of the push-back I received from vendors:

  • On request vendors will brief analysts (including CMS Watch) with a knowledgeable technical person (you should demand same)
  • "All marketers are liars," and everybody knows that, so the prudent customer naturally discounts what they read and hear
  • Software roadmaps are important and should not be discounted, but they will inevitably change
  • If a project fails or the wrong product gets selected, usually both supplier and customer should share the blame

All that is true. Nevertheless, let's not forget that it's the buyer handing over money here. Sure, ideally you'll work in partnership with your vendors, but you should also set high expectations for delivery -- and candor. At the end of the day, it still falls to you to take responsibility for getting full value from your software investment.

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