Gartner Research

Deconstruct Your Storage Bids to Save Money and Avoid Future Risks

Published: 13 April 2017

ID: G00327469

Analyst(s): Stanley Zaffos

Summary

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
  • Key Challenges

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

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