Net neutrality will keep the carriers from digging deeper into your pockets
A debate is raging in Washington about so-called “net neutrality” rules. Reports in the mainstream press and blogosphere make it seem like just a big fight between the carriers, the government, and public interest groups. But large enterprise customers that use the Internet to conduct business have a huge financial stake in the outcome.view full story
Having your TEM negotiate your
telecom service agreements is
just so hit or miss
The TEM providers want to move up the food chain like everyone else, and one way they get a foot in the door—and land the long term bill processing contracts that are their bread and butter—is by offering to negotiate terms and conditions for very little (sometimes nothing). But as always in life, you get what you pay for.view full story
Time is so NOT on the customer's side
Continue reading to discover four techniques carriers employ to capitalize on a customer’s time crunch and how you can counter them.view full story
If you want contract
right, draft them
Telecom and IT vendors are quick to supply contract forms, and then to insist on working from them. That puts the onus on the buyer to catch the “gotchas” and one-sided terms that the vendor inserted, a task that can be exhausting and penalizes the unwary or eager.
Unless you are doing a very large deal or working with a small vendor, it can be very difficult to get the vendor to work from your draft of the master agreement—so you’ll likely have to slog through their paper, hopefully with the aid of someone who’s done it before. But amendments, which by their nature are shorter and less complex, are another story.
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"Standard" clauses are like
professions of love;
if they aren't mutual
someone is going to get hurt.
Amazing as it might sound, the provider versions of boilerplate clauses like limits of liability, indemnification, force majeure, and assignment rights are rarely mutual. Sometimes the asymmetries appear in the paper that the providers give their customers to sign. More often they can be found in the providers’ on-line Terms of Service, Service Guides or Publications, which the written contracts incorporate into the parties’ agreement by reference (in as small and inconspicuous a manner as possible).view full story
If you think vendor forms are \"fair and balanced\" we\'ve got a network we want to sell you.
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.view full story
thrives in the Goldilocks zone
Cloud computing is so hot right now that many seasoned enterprise IT professionals and sourcing advisors scoff and dismiss it as an over-hyped fad. Others (mostly neophytes) in the commercial technology business claim that it will permanently supplant both anachronistic self-managed corporate data centers and “old school” IT outsourcing.
After advising our Fortune 500 clients through many IT outsourcing, managed services and cloud computing transactions, we embrace and apply the Goldilocks principle.view full story
It's not how much you spend;
it's how much leverage
you have and keep
The provider sales teams get compensated in part on the basis of the commitments they secure. Commitments (unlike actual spend) are “bankable,” and a customer who has committed all of its traffic can’t be tempted to try another provider (or threaten to do so if it doesn’t get what it wants). The result is that the providers will do a lot to get as close as they can to a 100% commitment.view full story
Pounding the table
isn't the way to limit
Like hotels, banks and car rental companies, telecom carriers have become adept at padding their bills through the addition of surcharges that can’t be negotiated and that they can change at will.view full story
Don't get roped into
a benchmarking clause
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.view full story
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