Gartner Research

Your Incumbent Networking Vendor Is Not Your Friend: How to Maximize Vendor Relationships

Published: 26 May 2015

ID: G00274758

Analyst(s): Mark Fabbi


One of the most common client inquiries involves advice when negotiating with incumbent networking vendors. A partnership between senior IT sponsors and procurement will help drive business-relevant network innovation while reducing capital and maintenance costs by 20% to 50% or more.

Table Of Contents
  • Key Challenges



  • Segment the Network Into Logical Building Blocks to Optimize Network Functionality and Cost
  • Make Incumbent Vendors Re-earn the Business When Performing a Network Refresh
  • Understand That Network Infrastructure Refresh and Procurement Are a Team Sport — Networking Staff, Senior IT Leadership and Procurement Teams Must Be Completely Aligned With Appropriate Incentives and a Coordinated Game Plan

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