Gartner Research

Your Incumbent Infrastructure Vendor Is Not Your Partner

Published: 13 February 2018

ID: G00348268

Analyst(s): Arun Chandrasekaran , Mark Fabbi

Summary

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

Introduction

Analysis

  • 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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