{"id":6956,"date":"2023-07-18T13:39:16","date_gmt":"2023-07-18T05:39:16","guid":{"rendered":"http:\/\/cxounion.cn\/?p=6956"},"modified":"2023-07-18T13:39:25","modified_gmt":"2023-07-18T05:39:25","slug":"%e5%8d%81%e6%9d%a1%e5%bb%ba%e8%ae%ae%e5%8a%a9%e5%8a%9bcio%e4%be%9b%e5%ba%94%e5%95%86%e8%b0%88%e5%88%a4","status":"publish","type":"post","link":"http:\/\/cxounion.cn\/index.php\/2023\/07\/18\/%e5%8d%81%e6%9d%a1%e5%bb%ba%e8%ae%ae%e5%8a%a9%e5%8a%9bcio%e4%be%9b%e5%ba%94%e5%95%86%e8%b0%88%e5%88%a4\/","title":{"rendered":"\u5341\u6761\u5efa\u8bae\u52a9\u529bCIO\u4f9b\u5e94\u5546\u8c08\u5224"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><strong>\u5bfc\u8bed<\/strong><\/h2>\n\n\n\n<p class=\"has-medium-font-size\">IT\u9886\u5bfc\u8005\u4e0e\u6280\u672f\u4f9b\u5e94\u5546\u548c\u670d\u52a1\u63d0\u4f9b\u5546\u8fbe\u6210\u7684\u4ea4\u6613\u5177\u6709\u6218\u7565\u610f\u4e49\uff0c\u8fd9\u4f7f\u5f97\u6709\u6548\u7684\u8c08\u5224\u4e0d\u4ec5\u5bf9 IT \u90e8\u95e8\uff0c\u800c\u4e14\u5bf9\u4e1a\u52a1\u90fd\u81f3\u5173\u91cd\u8981\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u5728\u4e00\u4e2a\u4ee5\u52a8\u8361\u3001\u901a\u8d27\u81a8\u80c0\u548c\u7ecf\u6d4e\u4e0d\u786e\u5b9a\u6027\u4e3a\u7279\u5f81\u7684 IT \u5e02\u573a\u4e2d\uff0c\u4e0e\u4f9b\u5e94\u5546\u7b7e\u8ba2\u6280\u672f\u4ea7\u54c1\u548c\u670d\u52a1\u5408\u540c\u7684\u8fc7\u7a0b\u5bf9 CIO \u6765\u8bf4\u5df2\u7ecf\u53d8\u5f97\u6108\u53d1\u56f0\u96be\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Everest Group \u5b9a\u4ef7\u4fdd\u8bc1\u4e1a\u52a1\u5408\u4f19\u4eba Achint Arora \u8ba4\u4e3a\uff0cIT \u9886\u5bfc\u4eba\u53ef\u80fd\u4f1a\u53d1\u73b0\uff0c\u4ef7\u683c\u5728\u4e0a\u6da8\uff0c\u4f46\u6548\u76ca\u5374\u6ca1\u6709\u968f\u4e4b\u589e\u52a0\u3002\u7531\u4e8e\u6280\u672f\u4f9b\u5e94\u5546\u5bf9\u884c\u4e1a\u6216\u5730\u57df\u7684\u4f9d\u8d56\u6027\u8f83\u4f4e\uff0c\u56e0\u6b64\u5f80\u5f80\u5bf9\u4ea4\u6613\u91c7\u53d6\u66f4\u5f3a\u786c\u7684\u6001\u5ea6\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">Gartner&nbsp;\u91c7\u8d2d\u3001\u91c7\u8d2d\u548c\u4f9b\u5e94\u5546\u7ba1\u7406\u56e2\u961f\u7684\u9ad8\u7ea7\u4e3b\u4efb\u5206\u6790\u5e08 Melanie Alexander \u5bf9\u6b64 bn \u8868\u793a\u540c\u610f\uff1a\u201c\u4ef7\u683c\u5728\u589e\u52a0\uff0c\u8c08\u5224\u53d8\u5f97\u8d8a\u6765\u8d8a\u8270\u96be\u3002\u4f9b\u5e94\u5546\u4e0d\u518d\u50cf\u8fc7\u53bb\u90a3\u6837\u7ed9\u4e88\u4f18\u60e0\u4e86\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u4e0e\u6570\u636e\u9690\u79c1\u3001\u6570\u636e\u4e3b\u6743\u548c\u8d1f\u8d23\u4efb\u7684\u4eba\u5de5\u667a\u80fd\u6709\u5173\u7684\u6cd5\u89c4\u4e0d\u65ad\u53d1\u5c55\uff0c\u4f7f\u5ba2\u6237\u548c\u4f9b\u5e94\u5546\u8981\u89e3\u51b3\u6ee1\u8db3\u65e5\u76ca\u4e25\u683c\u7684\u8981\u6c42\u7684\u8d23\u4efb\u548c\u6210\u672c\uff0c\u4e5f\u628a\u95ee\u9898\u8fdb\u4e00\u6b65\u590d\u6742\u5316\u3002\u66f4\u91cd\u8981\u7684\u662f\uff0c\u6280\u672f\u5408\u540c\u5f80\u5f80\u662f\u591a\u5c42\u6b21\u7684\u3002\u4e0e\u4f60\u8c08\u5224\u7684 SaaS \u4f9b\u5e94\u5546\u53ef\u80fd\u4f1a\u53d7\u5230\u5b83\u81ea\u5df1\u4e0e IaaS \u4f9b\u5e94\u5546\u548cIT\u670d\u52a1\u4f9b\u5e94\u5546\u7684\u4ea4\u6613\u7684\u9650\u5236\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Mayer Brown \u516c\u53f8\u829d\u52a0\u54e5\u529e\u4e8b\u5904\u7684\u5408\u4f19\u4eba\u3001\u5176\u5168\u7403\u6280\u672f\u4ea4\u6613\u5b9e\u8df5\u7684\u9886\u5bfc\u8005 Brad Peterson \u8868\u793a\uff1a\u201c\u4eca\u5929\u6700\u5927\u7684\u6311\u6218\u662f\u590d\u6742\u6027\u548c\u5408\u89c4\u6027\u3002\u6709\u8d8a\u6765\u8d8a\u591a\u7684\u6280\u672f\u548c\u4f9b\u5e94\u5546\u3002\u4eba\u5de5\u667a\u80fd\u7b49\u6280\u672f\u548c\u654f\u6377\u7b49\u6d41\u7a0b\u4f7f\u4eba\u4eec\u66f4\u96be\u77e5\u9053\u5e94\u8be5\u5bfb\u6c42\u4ec0\u4e48\u6837\u7684\u627f\u8bfa\u3002\u5229\u76ca\u76f8\u5173\u8005\u7684\u7fa4\u4f53\u65e5\u6e10\u589e\u58ee\u5927\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Alexander \u8bf4\uff0c\u5b9a\u4ef7\u6a21\u578b\u548c\u6307\u6807\u4e5f\u53ef\u80fd\u662f\u590d\u6742\u7684\uff0c\u4f7f\u4eba\u5f88\u96be\u7406\u89e3\u4ec0\u4e48\u65f6\u5019\u4f1a\u6709\u989d\u5916\u7684\u8d39\u7528\u53d1\u751f\u3002\u4e8b\u5b9e\u4e0a\uff0c\u8ba1\u7b97\u65b9\u6cd5\u662f\u5b8c\u5168\u4e0d\u900f\u660e\u7684\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">Arora \u8868\u793a\uff1a\u201c\u6709\u4e9b\u5408\u540c\u88ab\u6784\u9020\u6210\u4e00\u4e2a\u9ed1\u76d2\u5b50\uff0c\u5bf9\u7ec4\u6210\u90e8\u5206\u53ca\u5176\u5546\u4e1a\u5f71\u54cd\u7684\u770b\u6cd5\u6709\u9650\u3002\u201d\u4ed6\u8fdb\u4e00\u6b65\u8865\u5145\u89e3\u91ca\uff0c\u5728\u8c08\u5224\u65f6\uff0c\u5bf9\u5e02\u573a\u6570\u636e\u4e86\u89e3\u6709\u9650\u7684\u4e70\u65b9\u5904\u4e8e\u4e0d\u5229\u5730\u4f4d\u3002\u800c\u201c\u5356\u65b9\u901a\u5e38\u6709\u4fe1\u606f\u4f18\u52bf\u201d\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u901a\u5e38\u7531\u7b2c\u4e09\u65b9\u63d0\u4f9b\u7684\u6280\u672f\u80fd\u529b\u662f\u4e1a\u52a1\u8fd0\u8425\u548c\u589e\u957f\u7684\u5185\u5728\u56e0\u7d20\uff0c\u56e0\u6b64 IT \u9886\u5bfc\u4eba\u4e0e\u4ed6\u4eec\u7684\u4f9b\u5e94\u5546\u548c\u670d\u52a1\u63d0\u4f9b\u5546\u5efa\u7acb\u7684\u4ea4\u6613\u5177\u6709\u6218\u7565\u610f\u4e49\uff0c\u8fd9\u4f7f\u5f97\u6709\u6548\u7684\u8c08\u5224\u4e0d\u4ec5\u5bf9 IT\uff0c\u800c\u4e14\u5bf9\u4e1a\u52a1\u90fd\u5177\u6709\u5173\u952e\u6027\u7684\u5f71\u54cd\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u4e3a\u6b64\u6211\u4eec\u91c7\u8bbf\u4e86\u6280\u672f\u4ea4\u6613\u4e13\u5bb6\uff0c\u4ed6\u4eec\u4ee5\u5408\u540c\u548c\u5b9a\u4ef7\u4e3a\u751f\uff0c\u9610\u8ff0\u4e86\u4e3a\u6709\u6548\u5730\u4e0e\u4f9b\u5e94\u5546\u8c08\u5224\uff0c\u83b7\u5f97\u81ea\u5df1\u5bfb\u6c42\u7684\u6210\u679c\uff0cIT \u9886\u5bfc\u53ef\u4ee5\u91c7\u7528\u7684\u6700\u4f73\u884c\u52a8\u3002\u4ee5\u4e0b\u662f\u4ed6\u4eec\u7684\u5341\u5927\u5efa\u8bae\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e00\u3001\u8ba4\u8bc6\u5230\u5408\u540c\u7684\u91cd\u8981\u6027<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">\u4f9b\u5e94\u5546\u548c\u5ba2\u6237\u4e4b\u95f4\u7684\u6cd5\u5f8b\u534f\u8bae\u4e0d\u4ec5\u4ec5\u662f\u4e00\u4efd\u963b\u788d\u5de5\u4f5c\u5f00\u59cb\u7684\u6587\u4ef6\uff1b\u5b83\u4e3a\u53cc\u65b9\u7684\u5173\u7cfb\u548c\u5bf9\u4f9b\u5e94\u5546\u4e1a\u7ee9\u7684\u671f\u671b\u8bbe\u5b9a\u4e86\u57fa\u8c03\u3002\u5982\u679c\u4f60\u6240\u671f\u671b\u7684\u670d\u52a1\u6216\u529f\u80fd\u4e0d\u5728\u5408\u540c\u4e2d\uff0c\u5b83\u5f53\u7136\u4e0d\u53ef\u80fd\u5b9e\u73b0\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Peterson \u8bf4\uff1a&#8221;\u6700\u5927\u7684\u5931\u8bef\u4f3c\u4e4e\u6765\u81ea\u4e8e\u5728\u7ec4\u7ec7\u5185\u90e8\u5e94\u7528\u6210\u529f\u7684\u65b9\u6cd5\uff0c&#8221;\u4ed6\u8bf4\u3002&#8221;\u8fd9\u5bfc\u81f4 IT \u9886\u5bfc\u8005\u4f4e\u4f30\u4e86\u5408\u540c\u4f5c\u4e3a\u5173\u7cfb\u57fa\u7840\u7684\u4f5c\u7528\uff0c\u4ee5\u53ca\u4f9b\u5e94\u5546\u7684\u6fc0\u52b1\u63aa\u65bd\u3001\u6587\u5316\u548c\u4e1a\u52a1\u5bf9\u5408\u540c\u6210\u529f\u7684\u91cd\u8981\u6027\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e8c\u3001\u4e3a\u6d3d\u8c08\u8fd4\u8986\u7559\u51fa\u65f6\u95f4<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">\u8fbe\u6210\u534f\u8bae\u9700\u8981\u65f6\u95f4\uff0cIT\u9886\u5bfc\u5e94\u8be5\u8003\u8651\u5230\u6d41\u7a0b\u548c\u4e1a\u52a1\u671f\u671b\uff0c\u4ee5\u786e\u5b9a\u4ea4\u6613\u7684\u5b8c\u6210\u901f\u5ea6\u3002Arora \u8bf4\uff1a\u201c\u6211\u4eec\u7ecf\u5e38\u770b\u5230\uff0cIT\u9886\u5bfc\u6ca1\u6709\u7559\u51fa\u8db3\u591f\u7684\u65f6\u95f4\u8fdb\u884c\u8c08\u5224\u3002\u8fbe\u6210\u4e00\u4e2a\u53cc\u8d62\u7684\u534f\u8bae\u9700\u8981\u53cc\u65b9\u7684\u8010\u5fc3\u3002\u201d<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u8fd9\u5bf9\u670d\u52a1\u5408\u540c\u7684\u7eed\u7ea6\u5c24\u5176\u91cd\u8981\u3002&nbsp;Alexander \u8868\u793a\uff1a\u201c\u5ffd\u89c6\u8ddf\u8e2a\u5408\u540c\u7eed\u7b7e\u65e5\u671f\u4e0d\u53ef\u907f\u514d\u5730\u4f1a\u5bfc\u81f4\u6ca1\u6709\u65f6\u95f4\u8fdb\u884c\u6709\u6548\u7684\u8c08\u5224\u3002\u79ef\u6781\u4e3b\u52a8\u5730\u7ba1\u7406\u8f6f\u4ef6\u7ef4\u62a4\u548c\u652f\u6301\u7eed\u7ea6\uff0c\u4ee5\u53ca SaaS \u7eed\u7ea6\uff0c\u5e76\u7559\u51fa\u8db3\u591f\u7684\u65f6\u95f4\u6765\u771f\u6b63\u8bc4\u4f30\u8fd9\u4e9b\u4ea4\u6613\u662f\u5426\u7b26\u5408\u4f60\u7684\u6280\u672f\u8def\u7ebf\u56fe\u3002\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e09\u3001\u5bfb\u6c42\u8de8\u804c\u80fd\u4e13\u4e1a\u77e5\u8bc6\u548c\u6295\u5165<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">West Monroe 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\u90e8\u95e8\u9700\u8981\u4e0e\u5176\u4ed6\u4e1a\u52a1\u9886\u5bfc\u5c31\u6838\u5fc3\u76ee\u6807\u3001\u98ce\u9669\u504f\u597d\u548c\u8bc4\u4f30\u4ea4\u6613\u6761\u6b3e\u7684\u6807\u51c6\u8fbe\u6210\u5171\u8bc6\uff0c\u800c\u4e0d\u662f\u7b49\u5230\u4ea7\u54c1\u6216\u670d\u52a1\u7684\u5408\u540c\u5df2\u7ecf\u88ab\u6446\u4e0a\u684c\u9762\u518d\u6765\u8ba8\u8bba\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Peterson \u8bf4\uff1a\u201c IT \u91c7\u8d2d\u662f\u4e00\u9879\u56e2\u961f\u8fd0\u52a8\u3002\u4ec5\u4ec5\u7531\u4e1a\u52a1\u7528\u6237\u5b8c\u6210\u7684\u4ea4\u6613\u53ef\u80fd\u5728\u6280\u672f\u4e0a\u5e76\u4e0d\u53ef\u9760\u3002\u7531\u91c7\u8d2d\u4eba\u5458\u72ec\u7acb\u5b8c\u6210\u7684\u4ea4\u6613\u53ef\u80fd\u4f1a\u964d\u4f4e\u6210\u672c\uff0c\u4f46\u4f1a\u8ba9\u7528\u6237\u5931\u671b\u3002\u7531 IT \u90e8\u95e8\u5355\u72ec\u5b8c\u6210\u7684\u4ea4\u6613\u5e26\u6765\u4e86\u9886\u5148\u7684\u6280\u672f\uff0c\u4f46\u5f80\u5f80\u6709\u5f88\u9ad8\u7684\u6210\u672c\uff0c\u751a\u81f3\u53ef\u80fd\u5b58\u5728\u6cd5\u5f8b\u98ce\u9669\u3002\u8fd9\u5c31\u662f\u4e3a\u4ec0\u4e48 IT \u9886\u5bfc\u4eba\u5728\u51b3\u5b9a\u5173\u952e\u4ea4\u6613\u70b9\u65f6\uff0c\u5e94\u8be5\u5efa\u7acb\u4e00\u4e2a\u54a8\u8be2\u56e2\u961f\uff0c\u6216\u8005\u81f3\u5c11\u83b7\u5f97\u9002\u5f53\u7684\u610f\u89c1\u53cd\u9988\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Peterson \u5efa\u8bae\u5efa\u7acb\u4e00\u4e2a\u56e2\u961f\uff0c\u4e0d\u4ec5\u8981\u6709IT\u4ee3\u8868\uff0c\u8fd8\u8981\u6709\u7528\u6237\u3001\u8fd0\u8425\u3001\u8d22\u52a1\u3001\u91c7\u8d2d\u548c\u6cd5\u52a1\u4ee3\u8868\u3002Peterson \u8bf4\uff1a\u201c\u5c3d\u65e9\u542c\u53d6\u4e13\u5bb6\u610f\u89c1\uff0c\u4ee5\u907f\u514d\u4ee3\u4ef7\u9ad8\u6602\u7684\u9677\u9631\u3002\u540c\u65f6\uff0c\u4e3a\u4e86\u80fd\u5728\u505a\u51fa\u4f18\u8d28\u7684\u51b3\u7b56\u7684\u540c\u65f6\u5efa\u7acb\u826f\u597d\u7684\u5173\u7cfb\uff0c\u6709\u5fc5\u8981\u4fdd\u6301\u6d41\u7a0b\u662f\u4fe1\u606f\u900f\u660e\u5bf9\u79f0\u7684\u3001\u9ad8\u6548\u7684\u3001\u6709\u6548\u7684\u8fc7\u7a0b\u3002\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u56db\u3001\u8d85\u8d8a\u4ef7\u683c<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">\u8fd9\u662f Tanowitz \u5728\u4f9b\u5e94\u5546\u8c08\u5224\u4e2d\u770b\u5230\u7684\u6700\u5927\u7684\u5931\u8bef\uff1f\u4ed6\u8868\u793a\uff1a\u201c\u8fc7\u5ea6\u5173\u6ce8\u4ef7\u683c\uff0c\u6bd4\u5982\u8ffd\u6c42\u6700\u4f4e\u6210\u672c\u800c\u4e0d\u5173\u6ce8\u4ef7\u503c\u662f\u4e2a\u9519\u8bef\u3002\u201d\u4ed6\u8865\u5145\u8bf4\uff0c\u4e0e\u670d\u52a1\u63d0\u4f9b\u5546\u5408\u4f5c\u6784\u5efa\u4e3a\u4f01\u4e1a\u589e\u503c\u7684\u5b8c\u6574\u89e3\u51b3\u65b9\u6848\u7684IT\u4e70\u5bb6\u6700\u7ec8\u4f1a\u5728 IT \u670d\u52a1\u63d0\u4f9b\u5546\u5173\u7cfb\u4e2d\u83b7\u5f97\u66f4\u9ad8\u7684\u6ee1\u610f\u5ea6\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">IT \u4e70\u5bb6\u53ef\u80fd\u8ba4\u4e3a\uff0c\u53ea\u8981\u4ed6\u4eec\u80fd\u8ba9\u4f9b\u5e94\u5546\u964d\u4f4e\u4ef7\u683c\uff0c\u4ed6\u4eec\u7684\u4ea4\u6613\u5c31\u76f8\u5f53\u5212\u7b97\u3002\u4f46\u4e8b\u5b9e\u5e76\u975e\u5982\u6b64\u3002\u4e8b\u5b9e\u4e0a\uff0c\u4f4e\u4ef7\u53ef\u80fd\u662f\u4e00\u4e2a\u5371\u9669\u4fe1\u53f7\uff0c\u8fd9\u8868\u660e\u4ee5\u540e\u53ef\u80fd\u4f1a\u51fa\u73b0\u9690\u85cf\u6210\u672c\u6216\u4f9b\u5e94\u5546\u4ea4\u6613\u89c4\u6a21\u4e0d\u8db3\u3002Arora \u6307\u51fa\uff1a\u201c\u5b9a\u4ef7\u8fc7\u4f4e\u7684\u4ea4\u6613\u53ef\u80fd\u6bd4\u652f\u4ed8\u8fc7\u9ad8\u7684\u4ef7\u683c\u4ea7\u751f\u66f4\u5927\u7684\u8d1f\u9762\u5f71\u54cd\u3002\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e94\u3001\u505a\u597d\u4f60\u7684\u529f\u8bfe<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">Everest group \u91c7\u8d2d\u548c\u4f9b\u5e94\u5546\u7ba1\u7406\u90e8\u95e8\u7684\u5408\u4f19\u4eba Amy Fong \u5efa\u8bae\uff1a\u201c\u5728\u5f00\u59cb\u8c08\u5224\u4e4b\u524d\u8981\u8003\u8651\u57fa\u51c6\u3001\u5e02\u573a\u89c4\u8303\u548c\u6218\u7565\u3002\u4ef7\u683c\u5e94\u8be5\u662f\u8c08\u5224\u524d\u8bc4\u4f30\u7684\u4e00\u90e8\u5206\uff0c\u4f46\u4e0d\u662f\u4e3b\u5bfc\u56e0\u7d20\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Fong \u6307\u51fa\uff1a\u201c\u6709\u5fc5\u8981\u5efa\u7acb\u4e00\u4e2a\u6574\u4f53\u7684\u670d\u52a1\u4ea4\u4ed8\u89c2\uff0c\u5e76\u8003\u8651\u6210\u672c\u4e4b\u5916\u7684\u56e0\u7d20\uff0c\u5982\u6027\u80fd\u3001\u6548\u7387\u548c\u98ce\u9669\u7ba1\u7406\u3002\u201d\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u516d\u3001\u51b3\u5b9a\u8c08\u5224\u65b9\u5f0f<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">Arora \u8bf4\uff1a\u201c\u7ecf\u5e38\u542c\u89c1\u8c08\u5224\u7684\u67d0\u4e00\u65b9\u56e0\u4e3a\u8f93\u8d62\u800c\u53d1\u7262\u9a9a\u3002\u8fd9\u5f80\u5f80\u662f\u7531\u57fa\u4e8e\u7acb\u573a\u7684\u8c08\u5224\u7b56\u7565\u9a71\u52a8\u7684\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u91c7\u53d6\u5355\u65b9\u9762\u7684\u7acb\u573a\u6765\u6ee1\u8db3\u81ea\u5df1\u7684\u9700\u6c42\u3001\u8981\u6c42\u7ed3\u679c\u6216\u53d1\u51fa\u6700\u540e\u901a\u7252\u53ef\u80fd\u4f1a\u7b80\u5316\u8fc7\u7a0b\u6216\u52a0\u5feb\u8fc7\u7a0b\uff0c\u4f46\u8fd9\u5e76\u4e0d\u80fd\u4fc3\u8fdb\u5408\u4f5c\u3002Arora \u6307\u51fa\uff1a\u201c\u4e8b\u5b9e\u4e0a\uff0c\u8fd9\u5f80\u5f80\u4f1a\u5bfc\u81f4\u5bf9\u65b9\u5728\u5229\u76ca\u4e0a\u59a5\u534f\uff0c\u4ece\u800c\u5bfc\u81f4\u5206\u6b67\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u4e00\u4e2a\u66f4\u6709\u6548\u7684\u65b9\u6cd5\u662f\u57fa\u4e8e\u5229\u76ca\u7684\u8c08\u5224\u3002&nbsp;Arora \u8bf4\uff1a\u201c\u5728\u8fd9\u4e2a\u6846\u67b6\u4e0b\uff0c\u53cc\u65b9\u90fd\u52aa\u529b\u7406\u89e3\u5bf9\u65b9\u7684\u9700\u6c42\u3001\u613f\u671b\u548c\u8981\u89e3\u51b3\u7684\u95ee\u9898\uff0c\u3002\u867d\u7136\u7531\u4e8e\u89e3\u6784\u548c\u5206\u6790\u7acb\u573a\u53ef\u80fd\u662f\u590d\u6742\u548c\u7ec6\u5fae\u7684\uff0c\u4f7f\u8fd9\u79cd\u989d\u5916\u7684\u52aa\u529b\u53ef\u80fd\u96be\u4ee5\u6267\u884c\uff0c\u4f46\u8fd9\u4e2a\u8fc7\u7a0b\u66f4\u4fa7\u91cd\u4e8e\u89e3\u51b3\u95ee\u9898\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u5176\u7ed3\u679c\u662f\u66f4\u5408\u7406\u7684\u4ef7\u503c\u5206\u914d\uff0c\u901a\u5e38\u53ef\u4ee5\u4e0e\u4f9b\u5e94\u5546\u5efa\u7acb\u66f4\u7262\u56fa\u7684\u5173\u7cfb\u3002Fong \u6307\u51fa\uff0c\u5bfb\u6c42\u5171\u540c\u5229\u76ca\uff0c\u5546\u5b9a\u516c\u5e73\u7684\u6761\u6b3e\uff0c\u5e76\u6267\u884c\u4e00\u4e2a\u5e73\u8861\u7684\u5408\u540c\u624d\u662f\u76ee\u6807\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e03\u3001\u8d85\u8d8a\u663e\u800c\u6613\u89c1\u7684\u89e3\u51b3\u65b9\u6848<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">IT \u4e70\u5bb6\u5f80\u5f80\u628a\u8c08\u5224\u4f5c\u4e3a\u4e00\u4e2a\u76ee\u7684\uff0c\u800c\u4e0d\u662f\u66f4\u5e7f\u6cdb\u5730\u8003\u8651\u5982\u4f55\u4ea7\u751f\u5546\u4e1a\u4ef7\u503c\u3002\u4f8b\u5982\uff0c\u4ed6\u4eec\u53ef\u80fd\u4e13\u6ce8\u4e8e\u7b7e\u7f72\u4e00\u9879 IaaS \u534f\u8bae\uff0c\u800c\u4e0d\u662f\u5bfb\u627e\u4e00\u4e2a\u53ef\u9760\u7684\u5e73\u53f0\u6765\u8fd0\u884c\u7279\u5b9a\u7684\u8f6f\u4ef6\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u5373\u4f7f\u5728\u8c08\u5224\u5f00\u59cb\u7684\u65f6\u5019\u4e5f\u8981\u628a\u5b9a\u4ef7\u5148\u653e\u5728\u4e00\u8fb9\u3002Tanowitz \u5efa\u8bae\uff1a\u201c\u5728\u8c08\u5224\u6700\u7ec8\u4ef7\u683c\u4e4b\u524d\uff0c\u5148\u4ece\u4e1a\u52a1\u4e0a\u8bbe\u8ba1\u6b63\u786e\u7684\u89e3\u51b3\u65b9\u6848\u3002\u8ba9\u670d\u52a1\u4f9b\u5e94\u5546\u6709\u673a\u4f1a\u6839\u636e\u4ed6\u4eec\u53ef\u4ee5\u4e3a\u4e1a\u52a1\u5e26\u6765\u7684\u72ec\u7279\u8d44\u4ea7\u3001\u5de5\u5177\u6216\u52a0\u901f\u5668\u6765\u8fdb\u884c\u533a\u5206\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u53ef\u80fd\u4f1a\u6709\u5176\u4ed6\u66f4\u53ef\u884c\u7684\u4ea4\u6613\u6a21\u5f0f\u3002Arora \u8bf4\u8ba4\u4e3a\uff1a\u201c\u4e70\u65b9\u4e0d\u5e94\u8be5\u56de\u907f\u590d\u6742\u7684\u5546\u4e1a\u6a21\u5f0f\uff0c\u6bd4\u5982\u57fa\u4e8e\u7ed3\u679c\u7684\u5408\u540c\u3002\u4e0e\u670d\u52a1\u63d0\u4f9b\u5546\u8ba8\u8bba\u57fa\u4e8e\u7ed3\u679c\u7684\u5408\u540c\u5e94\u8be5\u662f\u4e00\u9879\u6218\u7565\u51b3\u7b56\uff0c\u65e8\u5728\u4e3a\u53cc\u65b9\u5e26\u6765\u66f4\u597d\u7684\u5546\u4e1a\u7ed3\u679c\u3002\u201d<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u516b\u3001\u83b7\u5f97\u56fa\u5b9a\u603b\u4ef7\u5e76\u8981\u6c42\u6210\u672c\u4fdd\u62a4<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">\u5373\u4f7fIT\u9886\u5bfc\u8005\u91c7\u53d6\u53cc\u8d62\u7684\u65b9\u5f0f\u4e0e\u4f9b\u5e94\u5546\u8fdb\u884c\u4ea4\u6613\uff0c\u4ed6\u4eec\u4e5f\u5fc5\u987b\u4fdd\u62a4\u81ea\u5df1\u7684\u5229\u76ca\u3002Peterson \u6307\u51fa\uff0c\u9996\u5148\u8981\u786e\u4fdd\u4f60\u4ece\u4f9b\u5e94\u5546\u90a3\u91cc\u5f97\u5230\u56fa\u5b9a\u7684\u603b\u4ef7\uff0c\u4ee5\u4fbf\u6d88\u9664\u610f\u5916\u6210\u672c\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Alexander \u5efa\u8bae\u63a8\u52a8\u4ea4\u6613\u548c\u7eed\u7ea6\u7684\u6210\u672c\u4fdd\u62a4\u3002&nbsp;Alexander \u8bf4\uff1a\u201c\u4e00\u4e9b\u7f3a\u4e4f\u8fd9\u79cd\u4fdd\u62a4\u7684\u4ea4\u6613\u5bfc\u81f4\u5e74\u8d39\u589e\u52a0 5%\u81f3 20%\uff0c\u6709\u65f6\u751a\u81f3\u66f4\u9ad8\u3002\u5c31\u7eed\u7ea6\u589e\u52a0\u7684\u4e0a\u9650\u8fdb\u884c\u8c08\u5224\uff0c\u63ed\u793a\u5e76\u4fdd\u62a4\u9690\u6027\u6210\u672c\uff0c\u5e76\u5728\u5b9a\u4ef7\u6a21\u5f0f\u6216\u5408\u540c\u671f\u9650\u957f\u5ea6\u4e2d\u5305\u62ec\u7075\u6d3b\u6027\u3002\u201d<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Tanowitz \u8fd8\u5efa\u8bae\u5728\u4f9b\u5e94\u5546\u5408\u540c\u4e2d&nbsp;\u201c\u786c\u6027\u89c4\u5b9a\u201d\u6240\u6709\u53ef\u80fd\u7684\u751f\u4ea7\u529b\u548c\u6210\u672c\u8282\u7ea6\u7684\u6539\u8fdb\uff0c\u4ee5\u786e\u4fdd\u5b83\u4eec\u5f97\u5230\u5b9e\u73b0\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e5d\u3001\u5229\u7528\u7ecf\u6d4e\u6ce2\u52a8\u7684\u4f18\u52bf<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">\u5b8f\u89c2\u7ecf\u6d4e\u52a8\u6001\u7684\u53d8\u5316\u6bd4\u4ee5\u5f80\u4efb\u4f55\u65f6\u5019\u90fd\u5feb\uff0cIT \u9886\u5bfc\u4eba\u5e94\u786e\u4fdd\u4ed6\u4eec\u7684\u4ea4\u6613\u53ef\u4ee5\u4e0e\u65f6\u4ff1\u8fdb\u3002<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Peterson \u8bf4\uff1a\u201c\u968f\u7740\u6211\u4eec\u4ece\u4e00\u4e2a\u7099\u624b\u53ef\u70ed\u7684\u79d1\u6280\u7ecf\u6d4e\u8d70\u5411\u8870\u9000\uff0cIT \u9886\u5bfc\u8005\u6709\u673a\u4f1a\u901a\u8fc7\u4e0e IT \u4f9b\u5e94\u5546\u7b7e\u8ba2\u5408\u540c\u6765\u4f18\u5316\u6210\u672c\u3002\u6839\u636e\u4f60\u5728\u7ecf\u6d4e\u8870\u9000\u4e2d\u83b7\u5f97\u7684\u8c08\u5224\u6760\u6746\uff0c\u4f7f\u7528\u7075\u6d3b\u7684\u65b9\u6cd5\u3002\u5c06\u8c08\u5224\u7684\u7cbe\u529b\u96c6\u4e2d\u5728\u8fc7\u53bb\u7684\u7ecf\u6d4e\u8870\u9000\u6240\u663e\u793a\u7684\u8c08\u5224\u4e2d\u7684\u2018\u8d5a\u94b1\u70b9\u2019\uff0c\u540c\u65f6\u4e3a\u672a\u6765\u505a\u51c6\u5907\u3002\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u5341\u3001\u5236\u5b9a\u9000\u51fa\u8ba1\u5212<\/h2>\n\n\n\n<p class=\"has-medium-font-size\">\u5c31\u50cf\u521d\u521b\u4f01\u4e1a\u7684\u521b\u59cb\u4eba\u5728\u542f\u52a8\u65f6\u6709\u4e00\u4e2a\u660e\u786e\u7684\u9000\u51fa\u8ba1\u5212\u4e00\u6837\uff0cCIO \u5728\u7b7e\u8ba2\u4f9b\u5e94\u5546\u5408\u540c\u65f6\u4e5f\u5e94\u5982\u6b64\u3002<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">Alexander \u8868\u793a\uff1a\u201cIT \u9886\u5bfc\u4eba\u9700\u8981\u4e86\u89e3\u8981\u82b1\u591a\u5c11\u94b1\u624d\u80fd\u4e0e\u8be5\u4f9b\u5e94\u5546\u8131\u79bb\u5173\u7cfb\uff0c\u4ee5\u53ca\u540c\u6837\u91cd\u8981\u7684\u4ec0\u4e48\u65f6\u5019\u53ef\u4ee5\u8131\u79bb\u5173\u7cfb\u3002\u901a\u8fc7\u5728\u5408\u540c\u4e2d\u5305\u542b\u6570\u636e\u63d0\u53d6\u548c\u8fc7\u6e21\u5e2e\u52a9\uff0c\u53ef\u4ee5\u786e\u4fdd\u987a\u5229\u8fc7\u6e21\u5230\u53e6\u4e00\u4e2a\u89e3\u51b3\u65b9\u6848\u3002\u201d<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"http:\/\/cxounion.cn\/wp-content\/uploads\/2023\/06\/CXOUNION\u65b0\u4e8c\u7ef4\u7801.png\" alt=\"\"\/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">\u7ffb\u8bd1\uff1a<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\">Lead<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">The strategic nature of the deals that IT leaders strike with technology vendors and service providers makes effective negotiations critical not only to the IT department, but also to the business.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">In an IT market characterized by volatility, inflation, and economic uncertainty, the process of contracting with vendors for technology products and services has become increasingly difficult for CIOs.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Achint Arora, a partner in the pricing assurance practice at Everest Group, said IT leaders may find that prices are rising, but the benefits are not. Because technology vendors are less dependent on industry or geography, they tend to take a tougher approach to deals.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">Melanie Alexander, senior Director analyst in Gartner&#8217;s sourcing, procurement and vendor management team, agrees with this bn: &#8220;Prices are increasing and negotiations are getting tougher. Suppliers don&#8217;t give as much as they used to.&#8221;<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Evolving regulations related to data privacy, data sovereignty, and responsible AI are further complicating matters as customers and suppliers grapple with the responsibilities and costs of meeting increasingly stringent requirements. What&#8217;s more, technology contracts tend to be multi-layered. The SaaS vendor you negotiate with may be limited by its own dealings with IaaS vendors and IT service providers.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;The biggest challenges today are complexity and compliance,&#8221; said Brad Peterson, a partner in Mayer Brown&#8217;s Chicago office and leader of its global technology transaction practice. There are more and more technologies and suppliers. Technologies such as artificial intelligence and processes such as agile make it harder to know what kind of commitment to seek. The group of stakeholders is growing.&#8221;<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Alexander said pricing models and metrics can also be complex, making it difficult to understand when additional charges will be incurred. In fact, the calculation method is completely opaque.<\/h4>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;Some contracts are structured as a black box with a limited view of the components and their commercial implications,&#8221; Arora said. He further added that buyers with limited knowledge of market data are at a disadvantage when negotiating. And &#8220;sellers usually have an information advantage.&#8221;<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">Technology capabilities, often provided by third parties, are intrinsic to business operations and growth, so the deals IT leaders establish with their vendors and service providers are strategic, making effective negotiations critical not only to IT, but also to the business.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">We spoke to technology deal experts, who make their living in contracts and pricing, about the best actions IT leaders can take to effectively negotiate with vendors and get the results they seek. Here are their top 10 tips.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Recognize the importance of contracts<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">A legal agreement between a supplier and a customer is not just a document that prevents work from starting; It sets the tone for the relationship and expectations for supplier performance. If the service or feature you expect is not in the contract, it certainly cannot be implemented.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;The biggest mistakes seem to come from applying successful methods within organizations,&#8221; Peterson says. This has led IT leaders to underestimate the role of contracts as a foundation for relationships and the importance of vendor incentives, culture, and business to contract success.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Allow time for feedback<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">Reaching an agreement takes time, and IT leaders should take into account processes and business expectations to determine how quickly a deal can be completed. &#8220;Too often, we see IT leaders not setting aside enough time for negotiations,&#8221; Arora says. Reaching a win-win agreement requires patience on both sides.&#8221;<\/p>\n\n\n\n<p class=\"has-medium-font-size\">This is particularly important for the renewal of service contracts. Alexander said: &#8220;Neglecting to track contract renewal dates inevitably leads to no time for effective negotiations. Be proactive in managing software maintenance and support renewals, as well as SaaS renewals, and allow enough time to really evaluate how those deals fit into your technology roadmap.&#8221;<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Seek cross-functional expertise and input<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">Marc Tanowitz, managing partner of West Monroe&#8217;s consulting and transformation practice, sees a host of problems when engaging in negotiations becomes disconnected from executing agreements.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;This creates friction because the actions conceptualized in the protocol don&#8217;t necessarily translate to the delivery team,&#8221; Tanowitz said. This ultimately undermines customer confidence and reduces the value of delivery.&#8221;<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Before negotiating with any vendor, IT needs to agree with other business leaders on core objectives, risk appetite, and criteria for evaluating deal terms, rather than waiting until a contract for a product or service is already on the table.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;IT procurement is a team sport,&#8221; Peterson says. Transactions completed solely by business users may not be technically sound. Transactions done independently by the purchasing staff may reduce costs, but will disappoint users. Deals done by IT departments alone bring leading edge technology, but often come at a high cost and may even be legally risky. That&#8217;s why IT leaders should build an advisory team, or at least get appropriate feedback, when deciding on key transaction points.&#8221;<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Peterson recommends building a team with not only IT representatives, but also user, operations, finance, procurement, and legal representatives. &#8220;Get expert advice early to avoid costly pitfalls,&#8221; Peterson says. At the same time, in order to make good decisions and build good relationships, it is necessary to keep the process transparent, symmetrical, efficient and effective.&#8221;<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Go beyond price<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">Is this the biggest misstep Tanowitz has seen in vendor negotiations? &#8220;It is a mistake to focus too much on price, such as the lowest cost rather than value,&#8221; he says. He added that IT buyers who work with service providers to build complete solutions that add value to the enterprise end up with higher satisfaction in the IT service provider relationship.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">IT buyers may think they&#8217;re getting a pretty good deal as long as they can get vendors to lower their prices. But that&#8217;s not the case. In fact, low prices can be a red flag, indicating that there may be hidden costs or insufficient scale of supplier deals later on. &#8220;Underpricing a deal can have a greater negative impact than overpaying,&#8221; Arora notes.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Do your homework<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">Amy Fong, partner in Purchasing and supplier management at Everest group, advises, &#8220;Consider benchmarks, market norms, and strategies before starting negotiations. Price should be part of the pre-negotiation assessment, but not the dominant factor.&#8221;<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;There is a need to develop a holistic view of service delivery and consider factors beyond cost, such as performance, efficiency and risk management,&#8221; Fong noted. .<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Decide on negotiation methods<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;It&#8217;s common to hear one side of a negotiation whine about winning or losing,&#8221; says Arora. This is often driven by position-based negotiating tactics.&#8221;<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Taking unilateral positions to satisfy one&#8217;s own needs, demanding results or issuing ultimatums may simplify or speed up the process, but it does not promote cooperation. &#8220;In fact, it often leads to compromise on the other side&#8217;s interests, which leads to disagreements,&#8221; Arora notes.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">A more effective approach is interest-based negotiation. &#8220;Within this framework, both parties strive to understand each other&#8217;s needs, desires and problems to be solved,&#8221; Arora said. While this additional effort may be difficult to perform because deconstructing and analyzing positions can be complex and nuanced, the process is more focused on problem solving.&#8221;<\/p>\n\n\n\n<p class=\"has-medium-font-size\">The result is a more rational distribution of value, often leading to stronger relationships with suppliers. Seeking common interests, agreeing on fair terms, and enforcing a balanced contract are the goals, Fong said.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Go beyond the obvious solutions<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">IT buyers tend to negotiate as an end in itself, rather than a broader consideration of how to generate business value. For example, they may focus on signing an IaaS agreement rather than finding a reliable platform to run a particular piece of software.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">Put pricing aside even at the beginning of the negotiation. &#8220;Design the right solution for the business before negotiating the final price,&#8221; Tanowitz advises. Give service providers the opportunity to differentiate based on the unique assets, tools or accelerators they can bring to the business.&#8221;<\/p>\n\n\n\n<p class=\"has-medium-font-size\">There may be other, more viable trading models. According to Arora, &#8220;Buyers should not shy away from complex business models, such as outcome-based contracts. Discussing outcome-based contracts with service providers should be a strategic decision aimed at delivering better business outcomes for both parties.&#8221;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Obtain a fixed total price and require cost protection<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">Even if IT leaders take a win-win approach to dealing with vendors, they must protect their own interests. First, Peterson notes, make sure you get a fixed total price from your supplier in order to eliminate unexpected costs.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Alexander recommends pushing for cost protection for deals and renewals. &#8220;Some deals that lack this protection result in annual fee increases of 5 to 20 percent, sometimes even higher,&#8221; Alexander said. Negotiate increased caps on renewals, reveal and protect hidden costs, and include flexibility in pricing models or contract term lengths.&#8221;<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">Tanowitz also recommends &#8220;hard-and-fast&#8221; all possible productivity and cost-saving improvements in supplier contracts to ensure they are realized.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Take advantage of economic fluctuations<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">Macroeconomic dynamics are changing faster than ever, and IT leaders should ensure that their deals can keep up with The Times.<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-white-color\">CXO UNION-CXO\u8054\u76dfcxounion.cn<\/mark><\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;As we move from a red-hot tech economy to a recession, IT leaders have an opportunity to optimize costs by contracting with IT vendors,&#8221; Peterson said. Use a flexible approach based on the negotiating leverage you have gained in a recession. Focus your negotiating efforts on the &#8216;money points&#8217; in negotiations that past recessions have shown, while preparing for the future.&#8221;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Have an exit plan<\/h3>\n\n\n\n<p class=\"has-medium-font-size\">Just as the founder of a startup has a clear exit plan when he or she launches, the CIO should do the same when it comes to vendor contracts.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;IT leaders need to understand how much it will cost to disengage from that vendor and, equally important, when it will be possible to disengage,&#8221; Alexander said. 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