Gartner Research

The Top 10 Commercial Issues Customers Face When Software Vendors Are Acquired

Published: 10 November 2006

ID: G00143846

Analyst(s): William Snyder

Summary

As the vendor landscape continues to consolidate with each passing week, customers face vendor obstacles that can wreak havoc on relationships. Gartner identifies the top 10 issues that customers face during vendor acquisition.

Table Of Contents
  • No. 1: "Fire Sales" Will Occur During the Pre-merge Phase
  • No. 2: Sales Representative Changes
  • No. 3: Invoices Will Be Incorrect
  • No. 4: Vendor Pricing Automatically Goes to List Price
  • No. 5: Contracts Will Be Misplaced
  • No. 6: Audit Likelihood Increases
  • No. 7: Software Products Will Be Renamed
  • No. 8: Support/Upgrade Policies Will Be Changed
  • No. 9: Forced to March to a New License/Contract
  • No. 10: Buyer-Seller Relationship Materially Changes
  • Summary and Recommendation
  • Tactical Guidelines

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