sourcing & vendor management

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Lacking Smart Third-Party Risk Regulation, JP Morgan Chase, Bank Of America, Wells Fargo, And American Express Create Company: TruSight

Chris McClean November 15, 2017

  The third-party ecosystem continues to flummox risk managers. Regulators keep pushing for stronger oversight, but they fail to offer real standards or tools to make this possible. What’s worse, technology and service providers  have only helped large companies become more efficient at asking their third parties hundreds of questions; which means these third parties […]

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Cover Your aaS Renewal Discussions

Elaine Hutton September 8, 2017

Many of our clients are fast approaching their contractual renewal dates for Cloud and as-a-service (aaS) offerings. They have expressed concerns over vendors changing licensing models and pricing terms at the renewal point, usually to our clients’ detriment. They feel almost powerless at the negotiation table and perceive that vendors are playing on their immaturity […]

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Calling All Endpoint Detection And Response Vendors

Josh Zelonis July 21, 2017

On July 25, we’re going to start sending out detailed questionnaires to vendors that qualify for our upcoming report entitled Vendor Landscape: Endpoint Detection And Response, 2017. This report will be a collaboration between Chris Sherman and myself, with an expected publication date in September. We will be approaching a product category that is about […]

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IBM to retire Emptoris and work with SAP Ariba on next generation digital procurement

Duncan Jones May 17, 2017

SAP Ariba & IBM today announced a partnership that had been a rumour for a few days now. Part of the deal includes IBM gradually retiring Emptoris and encouraging its customers to migrate to SAP Ariba. http://www.ariba.com/about/press-releases/sap-ariba-and-ibm-transform-procurement It’s an ambitious move by SAP Ariba. IBM Emptoris’s leadership had an exciting vision of next gen digital […]

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Is "Mobile Approval" An Oxymoron?

Duncan Jones May 24, 2016

I’ve recently been studying what a customer-obsessed operating model means for Purchasing functions and the software they use. I've concluded that Purchasing needs to transform its approach to visibility and control, due to the tradical impact that Mobility has on procure-to-pay (P2P) processes. I've been warning ePurchasing software companies for years about the potential impact […]

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Forrester’s New Breakout Vendor Series: Stay On Top Of Disruptive Technology

Carrie Johnson May 11, 2016

Have you heard of Hubba? Coupa? What about APX Labs? Forrester features these technology vendors, alongside 19 others, in our new Breakout Vendor reports. To keep pace with the expectations of digitally empowered customers and clients, firms must stay on top of disruptive and emerging technologies. Keeping up with new providers of potentially game-changing technologies […]

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Five things your Microsoft sales person doesn’t want you to know

Mark Bartrick February 10, 2016

I love Costa Coffee shops. Not only do they keep my caffeine levels sustained but their ambience always seems to get my creative juices flowing. Here’s one of my more recent ruminations: wouldn’t it be great if software companies always did the right thing for their customers? Imagine this world for a moment: Software vendors […]

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Workday Continues to Disrupt HCM and Financial Software Markets

Joe Galuszka October 19, 2015

This is the third post in a series on strategies and tactics for negotiating your licensing agreements with software companies including SAP, Salesforce, and Workday. Forrester’s analysts and consultants are seeing an increase in the number of project discussions regarding Workday’s SaaS solutions as we enter the fourth quarter of the calendar year. Two significant factors […]

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As Salesforce, The SaaS Behemoth Grows, So Does Pressure On Deals

Liz Herbert October 6, 2015

This is the second post in a series on strategies and tactics for negotiating your licensing agreements with software companies including SAP, Salesforce, and Workday. Salesforce is coming off of another banner H1 and monumental customer event, Dreamforce ’15. The SaaS giant continues its meteoric rise — now into full-blown CRM, Internet of Things (IoT), […]

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3 Ways To Squeeze Your SAP Maintenance Costs

Mark Bartrick September 14, 2015

This is the first post in a series on strategies and tactics for negotiating your licensing agreements with software companies including SAP, Salesforce, and Workday.  I recently had a call from an unhappy SAP customer moaning about the high costs of SAP’s annual maintenance and questioning whether they are getting good value for the money. […]

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Five Shades Of Grey (How software buyers and license managers should be compliant without being submissive).

Duncan Jones February 19, 2015

Any procurement or asset management professionals who have seen the new movie based on E.L.James’ best selling novels may have noticed the similarity between the eponymous antihero and a license management services consultant.  Mr. Grey will use charm and threats to persuade you to run his audit scripts on your network. You have an obligation […]

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Microsoft’s Cleans Its Windows Licensing To Reveal The Path To BYOD

Duncan Jones October 31, 2014

Today’s announcement by Microsoft of a per-user subscription licensing (USL) option for Windows is significant, and good, news for its customers. I’ve been telling Microsoft product managers for years to phase out their obsolete per-device licensing models, and this is a major step in that direction. it marks a major change in Microsoft’s attitude to […]

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Five Unique Customer Benefits Of The SaaS Model: Learnings From Workday Customers

Liz Herbert October 3, 2014

Clients tell us they are turning to SaaS not so much for cost savings but primarily for greater business results: greater business agility and improved collaboration inside and outside the enterprise. But, what can SaaS applications provide that traditional, single tenant applications cannot?   At last week’s Workday Technology Summit, we heard firsthand from some […]

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Big Data Adoption In Hong Kong Lags Behind Mainland China By At Least 18 Months

Gene Cao June 25, 2014

I was invited to speak at the Big Data and Business Analytics Forum in Hong Kong last week, and introduced our latest research on big data in Asia Pacific for both marketing and technology management professionals in the age of the customer. Listening to other speakers at the event who discussed Hadoop and explained the […]

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As Software Enriches The Brand, Companies Need Help

Forrester June 20, 2014

In the age of the customer, companies need to drive a new business agenda around customer engagement- and to achieve that level of engagement, software becomes critical. Software has become a strategic asset which sits at the intersection between companies and their customers and has become vital in enriching companies’ brands. For example, how you […]

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Service Differentiation Kicks JD.com’s Business Growth Into Top Gear

Gene Cao June 15, 2014

Contributed by Bryan Wang, Di Jin, and Vanessa Zeng JD.com, the second largest online retailer in China, went public on May 22, listing itself on Nasdaq after merely 11 years of existence. At the time of IPO, JD had a market value of nearly $30 billion. Despite its size however, JD still managed to increase […]

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Cisco Extends Its Data And Analytics Capabilities At Its Annual Cisco Live Event

Gene Cao June 10, 2014

At the Cisco Live Event 2014 in San Francisco last week, we heard about plenty of updates, extensions, and new acquisitions to expand the business. The major technologies highlighted were InterCloud, Application Centric Infrastructure (ACI), and the Internet of Everything (IoE). Among these new offerings, I reveal that Cisco’s extended big data and analytics capabilities […]

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The Emerging Role For SVM Professionals In The Data Economy

Forrester May 28, 2014

Recent survey data from Forrester reveals that external third-party data is rapidly rising in importance to organizations. Such third-party data sets are rising in importance partially because they provide opportunities to take advantage of the explosion in data sources — for example, from data generated by the proliferation of mobile and other sensor-enabled devices. External […]

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Telstra's Creative Use Of Bandwidth Raises Its Customer Experience Game

Forrester May 23, 2014

Have you ever wondered if your home broadband is being effectively utilized? What if you could squeeze more out of your data allowance when outside your home? Telstra may have cracked this problem in Australia: It will invest more than A$100 million to build a nationwide Wi-Fi network as part of a strategy to increase […]

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Negotiating with Microsoft in June; do you take it to the wire or settle early?

Mark Bartrick May 21, 2014

June is a such great month – the days are getting warmer, Wimbledon merges tennis with strawberries and cream, the kids are all pleasantly subdued while revising and sitting exams, the football World Cup is just around the corner, and (how could we possibly forget) it’s also Microsoft’s financial year end. Many of you will […]

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