Gartner Research

IT Procurement Best Practice: Focus on Service Value in 'Cost Plus' Reseller Contracts

Published: 08 July 2010

ID: G00200955

Analyst(s): Stewart Buchanan

Summary

When consolidating vendors, a growing number of client organizations are issuing RFPs for their indirect IT spending. The responses raise questions about how to benchmark the value added by resellers and how best to pay for their services.

Table Of Contents
  • Overview
  • Recommendations to IT Buyers
  • Sound Out the Channel
  • Invite Tenders for a Preferred Reseller
    • Is "Cost Minus" or "Cost Plus" a Better Model?
    • Does Auditing a Reseller Help to Validate Cost Price?
    • Can Channel Partners Negotiate Better Deals Than You?
    • How Can Clients Encourage Competition Between Resellers?
  • Deconstruct the IT Supply Chain Into Component Services
    • Pre-Sales Services
    • Shipping and Tax Logistics
    • Post-Sales Services
  • Take a More Service-Oriented Approach

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