Four years ago, I published one of the most popular articles I’ve ever written: So You’re Telling Me There’s a Chance: The Joy of Buying Technology. I repost it from time-to-time and continue to draw reactions. Since four years have passed, I thought I might be due for a follow-up article on the subject of the buy-sell dynamic in enterprise technology. In this article, I’m not going to discuss annoying sales tactics and gimmicks. I’ve covered that before. In this...
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