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A recent announcement by a vendor of GRC software really got my blood boiling. The vendor has subsequently dialed their rhetoric back, but when they claimed to be the first to deliver a solution that others have been providing for decades, I saw red.

The vendor is a minor competitor to SAP, but that’s not the point. How is a potential customer going to be able to see through some of these outrageous claims? Will they realize that one of the items they should be assessing when they select a vendor is whether they can trust them? Won’t they go first to the vendor who shouts the loudest in the market?

I discuss this and share some quotes from vendors in my blog at http://normanmarks.wordpress.com/. I invite you to join the discussion.

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4 Comments

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  1. Gretchen Lindquist
    Norman,
    Here are some possibilities for you to consider:

    1. Your customers are not all morons.
    2. There is no “one size fits all” solution that is perfect for everyone.
    3. Insulting the intelligence of your customers is not the way to win friends and influence customers.
    4. No, we do not believe all of the claims without verifying them, including yours. As we like to say here in Texas, I was born at night, but not last night.

    So why are you so desperate?

    Kindest regards,
    Gretchen

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  2. Vijay Vijayasankar
    All software vendors – for that matter, probably all vendors, make marketing statements that over state their capabilities. Rest of the ecosystem is well aware of this, and almost never take any marketing pitch at face value. I am yet to see enterprise software buyer place an order to a vendor who shouted the loudest. Have some faith in the intelligence of buyers – I think you are unduly worried about this.
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  3. Luis Lopez
    As one who in the past was on the retail end of this discussion, I can say that software vendor claims were always taken with a grain of salt. Vaporware was usually the first word that came to mind after listening to the sales guys. I can tell you that these decisions are not taken lightly. Too many $$ and reputations are at stake, not to mention the countless hours customers put in creating business cases. Expect that they will want to make reference calls with existing customers and possibly execute pilots to put the software through its paces. It’s probably safe to assume most will do their own due diligence.
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