You can minimize analyst firm price hikes by buying the right services from the right firms at the right price. This post is the first entry in a series* that will discuss how buyers of industry analyst services can manage their analyst contracts and minimize the impact of price hikes on their budgets.
Since Gene Hall took over as Gartner’s CEO in August 2004, he has diligently worked to raise Gartner’s ASP (average selling price) by eliminating discounts, enterprise-wide agreements and competitors while instituting price hikes for legacy products and launching new premium services. Under the cover that Gartner offers, other firms – especially Forrester – have been raising their prices as well. While it is entirely the firms’ right to price their products as high as the market will bear, these price increases are putting a burden on clients’ budgets. As a consequence, IT managers and vendor market research buyers need to carefully evaluate their analyst services purchasing decisions to ensure that they are maximizing the return on their purchase.
There is the old saying in the US and perhaps elsewhere that “two wrongs do not make a right.” For this series, we are going to flip that saying around with the idea that “five rights avoid a wrong.” The right actions that analyst services buyers need to take are:
- Right reasons – Evaluate why you are purchasing analyst services
- Right services – Align the services you buy to better match the […]
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