Deconstruct Your Storage Bids to Save Money and Avoid Future Risks

Published: 13 April 2017 ID: G00327469


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Deconstructing storage bids provides transparency into a bid, empowers the buyer and enables I&O leaders to quickly quantify the savings claimed in bundled bids. This research provides a methodology that uses percent off of list prices as the measure of bid competitiveness.

Table of Contents

  • Introduction
  • Analysis
    • Demand Full and Complete Line Item Pricing in Spreadsheet Format to Gain Bid Transparency and Leverage During the Acquisition Process
    • Deconstruct Bids Into Their Constituent Categories to Enable Rigorous Financial Analysis and Like-for-Like Comparisons Across Bundled Versus Unbundled Bids
    • Allow the Movement of Discounts Across Constituent Categories Only If It Reduces Upgrade and/or Ownership Costs
    • Do Not Allow Special One-Time Discounts to Set Nonaggressive Discount Thresholds for Future Hardware and Software Upgrades and Postwarranty Maintenance Costs
    • Prioritize Negotiation Efforts on the High-Impact Line Items in the Bid
  • Gartner Recommended Reading
© 2017 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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