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Australian IT Departments Slaves to Vendor Sales Strategies

  • 10 August, 2006 17:22

<p>Technology Choices, an independent Australian technology consultancy dedicated to assisting companies navigate complex technology acquisition processes, has today announced the launch of their consultancy and the results of an initial research study into the technology purchasing processes of Australian businesses with more than 500 employees.</p>
<p>In June 2006, Technology Choices surveyed 200 Australian businesses with more than 500 employees. When asked about their vendor selection processes for purchasing new technology solutions, 61% of the Australian enterprises surveyed indicated that their standard approach would be to simply purchase from their existing vendors, without evaluating pricing or solutions from other potential suppliers.</p>
<p>12% of Australian businesses indicated that they would determine best market pricing by obtaining three quotes, while 17% indicated that they would expect to undertake a tender process.</p>
<p>Sara Sause, Managing Director of Technology Choices commented,
“Most Australian IT departments seem to be scared of the politics and internal red tape surrounding technology purchasing. Our research shows that for most Australian businesses, IT managers have decided that it is simply easier to buy something from an existing supplier. The side effect is unfortunate – these businesses have basically given up their bargaining power, and become slaves to the sales strategies and upgrade cycles of their existing vendors.”</p>
<p>Clearly understanding and defining business requirements is the key to making a rapid decision and achieving a return on a technology investment. Technology Choices assists clients by providing services in the areas of project scoping, project management, and tender process management. In addition, Technology Choices offers training in best practice vendor selection processes.</p>
<p>Formerly a senior consultant with Gartner Consulting Asia Pacific, Sara Sause has held management positions with the Commonwealth Bank, IBM GSA, CSC, Software Spectrum, and National Mutual.</p>
<p>Technology Choices has also appointed Sue Chricton-Walsh as a Senior Consultant, and Jackie Low as Associate Consultant.</p>
<p>Sue Chricton-Walsh formerly held the position of Associate Director with Gartner Consulting Asia Pacific, and previously worked as an e-Strategy consultant for IBM.</p>
<p>Jackie Low formerly held enterprise sales positions with Hewlett Packard and Compuware.</p>
<p>About Technology Choices
Technology Choices is a fiercely independent technology consultancy dedicated to assisting companies with technology acquisition processes. Rather than sell technologies, Technology Choices assists clients to define and document requirements, find the most appropriate solutions, and negotiate the best possible deal from their suppliers. For more information visit www.technologychoices.com.au .</p>
<p>Media Contact:
Sebastian Rice,
Silverspan, 02 9959 1991, seb@silverspan.com,
www.silverspan.com</p>

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