Gartner Research

Your Incumbent Infrastructure Vendor Is Not Your Partner

Published: 13 February 2018

ID: G00348268

Analyst(s): Arun Chandrasekaran , Mark Fabbi


One of the most common areas of client inquiry involves negotiating with incumbent vendors. Infrastructure and operations leaders who forge strong partnerships with procurement will help drive business-relevant innovations, while reducing capital and maintenance costs by 20% to 50% or more.

Table Of Contents
  • Key Challenges



  • Follow a Competitive RFP Process to Unlock Industry Innovation and Ensure Incumbent Vendors Re-earn Your Business
    • Business-Relevant Innovation
    • No Vendor Has an Innovation Monopoly; No Vendor Will Try to Innovate in All Infrastructure Areas
    • More-Focused Vendor Attention
    • Save Money
  • Make Infrastructure Refresh and Procurement a Team Sport by Aligning I&O Staff, Senior IT Leadership and Procurement Teams
  • Don't Automatically Award Business to Incumbent Vendors in Adjacent Areas
  • Conduct Periodic Review Meetings With Suppliers

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