About This Show
The SoftwareSpend podcast provides useful resources for anyone purchasing or managing enterprise software. Topics include: software licensing models, software asset management, negotiating with software vendors, contract language in software licensing agreements, carrying out sourcing projects for the acquisition of software licences, insights into software markets and career advice for software procurement professionals. Wether you deal with enterprise software regularly or only occasionally, this podcast will be of interest to you.
Most Recent Episode
SSP014 ProcureCon IT Conference 2015
Jan 25 16
Summary of ProcureCon IT Europe conference
The following is a summary of some of the key ideas and discussion topics from the ProcureCon IT Europe conference, organised by Worldwide Business Research (WBR) on 24 and 25 November 2015 in Amsterdam, The Netherlands.
5 Prominent Ideas and Themes
Providing your customers with information so as to be able to concentrate on more high-value work. The low value stuff should run itself. Develop catalogues, publish information on how to obtain quotes, list the key contacts at suppliers, provide contract summaries and information on purchasing channels. By doing this you can focus on important tasks of negotiating savings, developing category strategies and bring more spend under management.
Audits are on the rise and the big vendors show no signs of stopping this lucrative practice. All of the big software vendors have a policy of auditing their customers at least once every three years. One delegate claimed that one quarter of IBM’s revenues in fiscal year 2015 came from audits. This is not news to anyone, but few are prepared.
IT is becoming such a key part of almost all businesses. Most business are now tech companies who happen to sell insurance, or seats on planes, or whatever. Digitalisation and eCommerce is everywhere. The app or the website (and everything interacting with that app or website) is now fundamental core business. No modern business can keep up with the tech, so supplier selection and managing the IT purchasing process is key. Procurement people have to be able to think with the business people and with the technologists, and then add value through traditional purchasing capabilities. The importance of having high-calibre people is critical - “its the people stupid”.
Many delegates complained that software vendors are publicly marketing cloud as “flexible - scale up scale down” and “only pay for what you need”. However, old habits die hard. When it comes down to doing the deals, commitments are king as usual. Software vendors are expecting 3 - 5 year commitments with minimum volumes etc. Same old same old.