Blind Vendor Allegiance Trumps Utility
At the recent Gartner MDM Summit in Las Vegas I was approached at least a half a dozen times by people wondering what MDM vendor to choose. I gave my usual response, which was, âWhat are you trying to accomplish?â
Normally a (short) conversation ensues of functions, feeds and speeds, which then leads to my next question, âSo, what are your priorities and decision criteria? The responses were all the same, and I have to admit that they surprised me.
âWe know we need MDM, but our company hasnât really decided what MDM is. Since weâre already a [Microsoft / IBM / SAP / Oracle / SAS] shop, we just thought weâd buy their product…so what do you think of their product?â
I find this type of question interesting and puzzling. Why would anyone blindly purchase a product because of the vendor, rather than focusing on needs, priorities, and cost metrics? Unless a decision has absolutely no risk or cost, Iâm not clear how identifying a vendor before identifying the requirements could possibly have a successful outcome.
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