﻿ Ugly enterprise software sales tactics | ZDNet  Ugly
enterprise software sales tactics  Summary: Forrester analyst,
Ray Wang, describes three tactics enterprise software vendors
sometimes employ to pull more cash from customer
pockets:Forcing...  Forrester analyst, Ray Wang, describes three
tactics enterprise software vendors sometimes employ to pull
more cash from customer pockets:    • Forcing clients to spend
more to keep a low rate for maintenance   • Selling additional
products that have no future road map because of post
acquisition road maps   • Suggesting additional consulting
services that require additional product purchases   The first
point doesn't seem particularly heinous to me, although I
suspect Ray would disagree. After all, every business uses
volume discounts, and why should enterprise software companies
be different? Some folks, such as ZDNet colleague Dennis
Howlett, have raised fervor over what he calls the "empty
calories" of expensive software maintenance, but I view that as
a separa