Tech vendors: ignore those dollar signs behind the curtain

Think your vendor's ready to deal? Maybe not: New Forrester Research survey data shows that despite the recession, tech vendors are pushing customers buzzwords about innovation, value and ROI -- not lowering prices.

So, instead, technology vendors appeared more wedded to pushing tech jargon and buzzwords: The data indicates that vendors "are far more interested in providing complete solutions and value-add capabilities than they are in generating price wars," notes the Forrester report, and "are getting more tactical with existing accounts and using value propositions based on flexibility and return on investment (ROI) to justify their marketing and sales tactics."

It's important to note the motivations of the survey base: Some tech vendors would rather kill their mothers than talk up price concessions or discounts. Pushing "value propositions" and "flexibility" and "innovation" ( even when customers don't actually need it) are much more attractive to them.

Still, the Forrester report calls out two other noteworthy trends for IT decision makers: Projects that have strong business cases-such as virtualization projects or software-as-a-service rollouts-are still getting the green light; and IT is requiring much more business stakeholder input and responsibility than in the past, which is key to improving any business and IT disconnects.

"The data indicates that influence from business stakeholders has become even more important in the current economic climate," writes Andrews. "This may be because IT is becoming more risk-averse in purchasing decisions and wants more input from diverse stakeholders, but it more likely relates to the fact that technology spending in the current environment is driven primarily by business needs."

Do you Tweet? Follow me on Twitter @twailgum. Follow everything from CIO.com on Twitter @CIOonline.

Join the PC World newsletter!

Error: Please check your email address.

Tags IT budgetsglobal financial crisis

Our Back to Business guide highlights the best products for you to boost your productivity at home, on the road, at the office, or in the classroom.

Keep up with the latest tech news, reviews and previews by subscribing to the Good Gear Guide newsletter.

Thomas Wailgum

CIO (US)
Show Comments

Essentials

Microsoft L5V-00027 Sculpt Ergonomic Keyboard Desktop

Learn more >

Lexar® JumpDrive® S57 USB 3.0 flash drive

Learn more >

Mobile

Lexar® JumpDrive® S45 USB 3.0 flash drive 

Learn more >

Exec

Lexar® JumpDrive® C20c USB Type-C flash drive 

Learn more >

Audio-Technica ATH-ANC70 Noise Cancelling Headphones

Learn more >

HD Pan/Tilt Wi-Fi Camera with Night Vision NC450

Learn more >

Lexar® Professional 1800x microSDHC™/microSDXC™ UHS-II cards 

Learn more >

Budget

Back To Business Guide

Click for more ›

Most Popular Reviews

Latest News Articles

Resources

PCW Evaluation Team

Azadeh Williams

HP OfficeJet Pro 8730

A smarter way to print for busy small business owners, combining speedy printing with scanning and copying, making it easier to produce high quality documents and images at a touch of a button.

Andrew Grant

HP OfficeJet Pro 8730

I've had a multifunction printer in the office going on 10 years now. It was a neat bit of kit back in the day -- print, copy, scan, fax -- when printing over WiFi felt a bit like magic. It’s seen better days though and an upgrade’s well overdue. This HP OfficeJet Pro 8730 looks like it ticks all the same boxes: print, copy, scan, and fax. (Really? Does anyone fax anything any more? I guess it's good to know the facility’s there, just in case.) Printing over WiFi is more-or- less standard these days.

Ed Dawson

HP OfficeJet Pro 8730

As a freelance writer who is always on the go, I like my technology to be both efficient and effective so I can do my job well. The HP OfficeJet Pro 8730 Inkjet Printer ticks all the boxes in terms of form factor, performance and user interface.

Michael Hargreaves

Windows 10 for Business / Dell XPS 13

I’d happily recommend this touchscreen laptop and Windows 10 as a great way to get serious work done at a desk or on the road.

Aysha Strobbe

Windows 10 / HP Spectre x360

Ultimately, I think the Windows 10 environment is excellent for me as it caters for so many different uses. The inclusion of the Xbox app is also great for when you need some downtime too!

Mark Escubio

Windows 10 / Lenovo Yoga 910

For me, the Xbox Play Anywhere is a great new feature as it allows you to play your current Xbox games with higher resolutions and better graphics without forking out extra cash for another copy. Although available titles are still scarce, but I’m sure it will grow in time.

Featured Content

Latest Jobs

Don’t have an account? Sign up here

Don't have an account? Sign up now

Forgot password?