The High Cost of Anxiety in Negotiations

September 11, 2018
Dave Blake
Reading Time: 4 minutes

Merriam-Webster defines anxiety as, “An abnormal and overwhelming sense of apprehension and fear often marked by physical signs (such as…

Categories: Contract Negotiations

Enterprise Technology: 6 Steps for Negotiating Winning AI Deals

March 20, 2018
Dave Blake
Reading Time: 5 minutes

While emerging technologies such as Artificial Intelligence (AI), Machine Learning (ML), and the IoT introduce exciting growth opportunities, they also…

Categories: Artificial Intelligence, Contract Negotiations

SAP and Indirect Use: Is SAP Taking Advantage of its Customers?

November 16, 2017
Dave Blake
Reading Time: 5 minutes

SAP announced an outcome-based pricing model for Indirect Access since the time this post was published. To learn about this…

Categories: SAP

Indirect Use: Is SAP’s Bill McDermott the Best Salesperson on the Planet?

May 17, 2017
Dave Blake
Reading Time: 4 minutes

For those of you that had a chance to read our blog post the night before the SAPPHIRE 2017 kick…

Categories: SAP

SAP’s SAPPHIRE 2017 Indirect Use Update: Show of Empathy or Lip Service?

May 15, 2017
Dave Blake
Reading Time: 4 minutes

Empathy was a key theme of SAP CEO Bill McDermott’s keynote address last May and it is expected to be…

Categories: SAP

If SAP Raises Indirect Use as a Compliance Issue, What Should You Expect?

October 29, 2014
Dave Blake
Reading Time: 5 minutes

Ava Smith, Global Chief Information Officer of Heavy Equipment Corporation (“HEC”) sits in her office on a Friday morning putting…

Categories: SAP

SAP Announces 4Q Revenue Shortfall. Is it Time to Discount HANA?

January 10, 2014
Dave Blake
Reading Time: 3 minutes

SAP reported today slowing revenue growth for its full-year 2013 referencing the impacts of currency fluctuations and its shift to…

Categories: SAP

Oracle – Protecting the Support Revenue Stream

March 30, 2012
Dave Blake
Reading Time: 4 minutes

Oracle’s support fees represent the Golden Goose that must be protected at all costs. We know, big surprise, right? But…

Categories: Oracle

Oracle – Who’s in Charge?

March 28, 2012
Dave Blake
Reading Time: 3 minutes

Ever get frustrated talking to Oracle? Do you find yourself wondering who’s in charge? Ever wanted to ask if you…

Categories: Oracle

40% of CIOs Say their IT Contracts Are Preventing Cost Savings – What is Your CIO Saying?

February 14, 2012
Dave Blake
Reading Time: 2 minutes

1963. What does that year mean to you? The Space Race, MLK Jr’s “I Have a Dream”, JFK’s assassination, Betty…

Categories: ERP Program Management

Dave Blake

The High Cost of Anxiety in Negotiations

Enterprise Technology: 6 Steps for Negotiating Winning AI Deals

SAP and Indirect Use: Is SAP Taking Advantage of its Customers?

Indirect Use: Is SAP’s Bill McDermott the Best Salesperson on the Planet?

SAP’s SAPPHIRE 2017 Indirect Use Update: Show of Empathy or Lip Service?

If SAP Raises Indirect Use as a Compliance Issue, What Should You Expect?

SAP Announces 4Q Revenue Shortfall. Is it Time to Discount HANA?

Oracle – Protecting the Support Revenue Stream

Oracle – Who’s in Charge?

40% of CIOs Say their IT Contracts Are Preventing Cost Savings – What is Your CIO Saying?

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