Software Biz: Licensing, Contracts, and Upgrades, Oh My: Page 2

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All of which makes navigating this unholy trinity of licensing, contracting and upgrades not too unlike that innocent stroll down the Yellow Brick Road. It starts out as a walk in the park, and definitely would continue to be one, were it not for the Wicked Witch of the West watching and waiting to spring another trap for the heroes. Licensing, upgrades, and contracts, oh my.

So, to finish this tortured analogy, this tendency to exploit customers whenever possible, unfortunately, requires the same solution as the one that finally became apparent to Dorothy after she had, well, pretty darn near lost it all: it was up to Dorothy, and no one else, to make her way home again. And it’s up to you, the poor emptor, to manage the caveat side of this relationship all by yourself.

Because, and this is the real damn shame of it all, VENDORS ALL TOO OFTEN DON’T CARE AS LONG AS THE QUARTERLY REVENUE NUMBERS LOOK GOOD.

Sorry for shouting, but that’s what this all boils down to. There is no deus ex machina waiting to rescue you from the clutches of vendors who play games, all too deliberately, with largely unsuspecting customers. Okay, there are those few consultants, who, like the Good Witch Glinda, who can provide a timely push or two in the right direction. Some, like Net (net), can actually save you millions in the initial contract phase, as well as prevent the kind of gotchas that get me so riled up.

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But it’s the customer’s job to engage these professionals, and throw that fatal bucket of water on the vendors in their moment of evil. Unlike the Wicked Witch, your vendor won’t melt away. Instead, hopefully, they’ll wake up to the realization that licensing, contracts, and upgrades don’t have to be a zero sum game. It can actually be a win-win for all.

Just tap your shoes together three times and repeat after me: There’s no place for dishonesty, there’s no place for dishonesty, there’s no place for dishonesty. Maybe if we say it enough it will even come true.


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Tags: server, software, IBM, SaaS, Enterprise


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