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For many enterprises, procurements are an exercise in “filling in the blanks.” It doesn’t really matter what the customer is buying-office supplies, soap, ergonomic chairs-a procurement is just a matter of taking the customer’s boilerplate documentation, specifying the price, type and quantity of the applicable goods or services and-voilá!-there’s the […]
The vendors’ Terms of Service, Service Guides/Publications/Schedules are drafted by the vendors’ lawyers with no customer input, and they are rarely read by customers. Not surprisingly, they are grotesquely one-sided. You want examples? The vendors demand that you pay within thirty days of bill date; they never say that they’ll […]
Contrary to what the providers tell you, the correlation between commitment and great prices is a lot lower than the correlation between leverage and great prices. The provider sales teams get compensated in part on the basis of the commitments they secure. Commitments (unlike actual spend) are “bankable,” and a […]
You wouldn’t give an entire large enterprise network to a carrier with $1-2 billion in annual sales, but you could certainly give such a carrier a lot of business. The carriers in this category include tw telecom, PaeTec, XO, Level 3 and Global Crossing. They have issues-Global Crossing famously mistreated […]
If you ask a provider for a rate review or benchmarking clause you’ll get one. But the provider versions are worthless-what we call “we’ll talk” clauses. These don’t give you a right to money; they give you the right to a conversation. Under a real rate review clause, both sides […]
Your telecom carriers already charge both you and their subscribers for access to their networks. Are you ready for them to double-charge you for the same access? A debate is raging in Washington about so-called “net neutrality” rules. Reports in the mainstream press and blogosphere make it seem like just […]
October 10, 2024
October 17, 2024
November 19, 2024
November 26, 2024
December 10, 2024
