list of six tricks enterprise vendors use against customers, but the descriptions are mine:
1. The magic demo. Using presentation slides and canned demonstrations, the vendor claims to solve the customer’s most challenging problems. It’s all good, except when there is no real product to back up the promises.
2. Underbid, then overcharge. A beautiful trick often played elegantly by consulting companies and system integrators. These folks neglect to inform the customer that the initial software purchase price does not include much higher associated costs for equipment and implementation services.
3. The customer headlock. One of the cleverest tricks in the book, this one uses high switching costs to lock-in customers. The time, cost, and hassle of swapping enterprise systems mean vendors have their customers by the… well, you know what.
4. The billing “mistake.” Really a utility services game, providers over-charge customers with incorrect invoices, knowing few will notice and complain. Sleaze at its finest.
5. The forced upgrade march. Upgrades make the software business a beautiful thing–for the vendor. The customer’s system may work well, but when vendors tell customers to upgrade or lose support, the buyer has little choice but to play sheep.
6. The clueless customer. Less a trick than an unpleasant fact, remember there are two parties to all these tricks: vendor and customer. Inattentive or inexperienced customers are often their own worst enemy.
Trucos sucios de los vendedores de IT:
6 dirty tricks from enterprise vendors | IT Project Failures | ZDNet.com
