Midmarket Companies Can Ace a Good Deal by Playing Google Card

Ann All

There are two basic schools of thought when it comes to vendor management: Squeeze them as hard as you can to get the lowest possible prices, or turn on the warm-and-cuddly to build a more collaborative relationship that can bring better service.


It's especially difficult to know which way to go if you are the CIO of a midmarket company, since such businesses typically don't receive the sometimes slavish attention that vendors afford to their big corporate accounts.


The tips offered in a recent CIO.com article tend more toward the cutthroat than the cuddly. Some examples: Search the Web for price information to use in negotiations. Lure away a sales rep from the vendor so you can leverage her knowledge about the company's inner workings. Play up an interest in Google Apps.

Add Comment      Leave a comment on this blog post

Post a comment





(Maximum characters: 1200). You have 1200 characters left.




Subscribe to our Newsletters

Sign up now and get the best business technology insights direct to your inbox.