When I worked at AMR Research, one of the interesting challenges we faced as analysts was dealing with the many systemic issues between providers and practitioners. These included dealing with product development, product support, upgrades, licensing, promised vs. actual dates on product roadmaps – and much, much more.
Having had enough of it, my old boss Bob Parker worked with a bunch of our practitioner clients (and some providers) to develop asoftware buyer’s bill of rights. It got a little traction, but soon fell by the wayside as folks went back to their old habits. That was in 2002. Four years later, an analyst at Forrester named Ray Wang picked up the mantle and “re-introduced” the concept (I don’t think he even ever cited or credited Bob, but I’ll assume ignorance was bliss here) and took it to a new level (see这里和这里）。While Ray touted many of the same concepts, he also added much more content, particularly in the area of SaaS, including a seminal paper on buyers’ rights that can be downloaded这里和a detailed assessment这里. Although some of the critical rights are more like wish list items, the document is a “must read” for any buyer or seller of SaaS based solutions. Buyers should evaluate what requirements are important to them; providers must prioritize which capabilities will or will not be offered (and why).
一个“采购”的权利法案
我不会在前面完成的优秀工作中重新发明轮子 - 并且SaaS权限肯定适用于采购解决方案。However, the procurement solutions market has some nuances, and it has changed quite a bit with the evolution of “XaaS” (i.e., not just SaaS, but also the PaaS and IaaS environments being used to deploy the applications), service oriented architectures, supplier/business networks, social media, and the like.
In this new environment, there are emerging paradigms and challenges that have not only commercial implications, but also the potential to affect broader business valuations to providers and practitioners alike. For example, if a buyer’s account at a supplier network was breached (not too hard to do through phishing and other means), then you could find out a fair amount of data. And some of it might be fairly sensitive and strategic (e.g., identifying where and what upstream oil & gas exploration equipment and services are needed to discover a new energy reserve). So, this is not just about pushing RFQs and POs.
Unfortunately, many of the paradigms being put forward by certain providers looking to advance their own particular business models (e.g., supplier network revenues rather than software product revenues) generally conflict with some of the aforementioned rights, and it’s important to put a procurement lens on them and get specific on their relevance.
因此，我将在采购市场的背景下只提供几个增量基本权利，然后让您，读者，与您可能拥有的其他人一起聊天。在这篇文章中，我将概述其中一个采购权，然后在其余的次要帖子中跟进。
Right No. 1: Buy an enterprise-class application that can link to multiple suppliers and supplier networks – not be a component of a commercial network itself.
虽然采购应用程序的买家确实欣赏了外部服务的价值，以提高技术应用程序的功能，而且他们最想要的是符合他们需求的企业应用程序功能，以及灵活地将该应用程序连接到各种服务提供商（如供应商网络）manbet万博app不同种类。
In other words, you want the best on-ramp or “handset” that connects to different networks. To use a smartphone analogy, you might want the best Android device from Samsung, Motorola, HTC, LG, etc., but expect them to work on your favorite telecom network (Verizon, T-Mobile, AT&T, etc.). Both ecosystems have healthy competition and are agnostic to each other – allowing choice. When an enterprise application provider casts one of its application suites to be “part of the business network,” buyers lose this foundational piece of buyer choice.
我们对创建业务网络的企业应用程序提供商没有问题，但仅当网络为内容，连接，合作伙伴发现等提供增值服务 - 而不是核心应用程序服务。Doing the latter basically makes the application provider a competitor to a potentially rich ecosystem of value-added network partners – and it makes the network a competitor to all the on-ramp applications that customers might want connecting to the network (e.g., niche industry applications). A provider might think that SaANS (Software as a Network Service) is “sticky,” but so is bubble gum on the street, and both leave similar distaste in your mouth as a buyer (unless you’re将在矮子们举行）。SANS (Software As a [business] Network Service) basically means “without choice,” which is rather fitting.
此外，在公共云环境中运行私有应用程序并未将责任与配置企业应用程序的关键数据安全性和隐私要求进行责任。我将在这个系列中的下一篇文章中潜入其中，并讨论一些主要提供者如何堆叠（扰流器警报：SAP不会做得好）。