Gartner Research

Manage Your IBM Passport Advantage Points or Diminish Your Bargaining Position

Published: 18 April 2013

ID: G00249239

Analyst(s): Frank DeSalvo, Jo Ann Rosenberger

Summary

IT procurement professionals must customize Passport Advantage bid processes to differentiate between entitled and discount offers. Requesting entitled pricing and itemized part numbers and points will optimize your leverage during contract negotiations.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Enroll in Passport Advantage Online
  • Tailor Your IBM RFP and Bid Request Processes to Your Specific Environment
  • Request All Viable Options
  • The Bottom Line

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