Why big is beautiful for vendors

In some ways working with the big vendors is a bit like doing business with banks; “too big to fail” comes into play, with the sheer cost and difficulty of migration creating a de facto lock-in (CIOs rail against vendor lock-in).

It also doesn’t help that the vendors practically NEVER have comparable pricing arrangements – what’s free from one is chargeable from another. The only way to avoid making a costly mistake is with an absolutely watertight RFP and careful negotiation.

Gavin Burke