Gartner Research

It's Not About List Prices; It's About the Competitiveness of the Deal

Published: 12 August 2014

ID: G00262790

Analyst(s): Stanley Zaffos


CIOs and buyers of storage systems often express concerns about the accuracy of the list prices that vendors provide, because they are no longer published. Organizations that focus on acquisition and ownership costs can safely ignore these concerns when purchasing or upgrading storage systems.

Table Of Contents
  • Key Challenges



  • Require Vendors to Include Full and Complete Current Line-Item List Prices in Unprotected Excel Spreadsheet Format
  • Analyze Acquisition, Upgrade and Ownership Costs Separately
  • Monetize Differences in Anticipated Staff Productivity
  • Do Not Be Distracted by Comparisons of Future Versus Current Ownership Cost

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