IT Departments Cope with Dumped Products - BusinessWeek

Interesting article on a problem that happens more often than it should. Besides the recommendations in the article, I'd add one of my own-

Negotiate the divorce settlement before you tie the knot. Technology agreements should read like a celebrity pre-nup. Let's face it, before you give the vendor any money is the time when you hold the leverage. The incentive on their side is enormous and will never again be as strongly in your favor. Use it. The contract is filled with legal mumbo jumbo that rarely gets invoked and is often, particularly in the case of small and medium size businesses, written by the vendor. Think about the risks to your company if the vendor discontinues the product and write in terms that protect you. And then stick to them throughout the negotiations.


Here's the deal- you have the money; they want the money. Make them earn it and the never-ending maintenance revenue stream by negotiating for terms that protect you and your investment in case of product termination for any reason. The job you save just might be your own!

IT Departments Cope with Dumped Products - BusinessWeek: "

IT Departments Cope with Dumped Products
Amid mergers and a rough economy, vendors are cutting out less-used products, leaving some customers in the cold, ComputerWorld reports.

TECHNOLOGY"

(Via .)