Strategies for MSE CIOs to Effectively Expand Technology Contracts

Analyst(s): William Maurer, Srishti Khanna

Satisfied MSEs reported that regular account manager interactions, marketplace benchmark data, project plans and customer conferences played crucial roles in expanding vendor relationships.

CIOs leading IT in midsize enterprises should:

• Set specific and realistic expectations and commit to them when expanding tech hardware, software and managed services agreements.
• Prioritize internal factors over external factors when revisiting contracts, looking for negotiating opportunities to reduce, pause or stop unused features.
• Build on strong existing relationships by sharing your sourcing strategy.

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