Weak economy creating buyer's market for IT purchases

IDG News Service - The dismal economy may be hurting some software vendors' earnings reports and putting a crimp in IT budgets, but it has also created a buyer's market, according to users, consultants and industry observers.

"Now's the time to buy more licenses should you need them and if you have the cash to spare. Vendors remain anxious for new deals and new deals are far and few between," Forrester Research Inc. analyst Ray Wang wrote in a recent blog post.

Frank Scavo, co-founder of Irvine, Calif.-based consulting firm Strativa Inc., said he is telling clients to negotiate a ceiling on how much software maintenance fees can go up on an annual basis.

That's the real key to holding down costs, Scavo said via e-mail: "Economic conditions are causing organizations to delay buying decisions, so the major vendors are aggressively discounting to prospects that are willing to make a decision quickly. [But] the business model of the major vendors is increasingly focused on maintenance fees, which are a recurring revenue source year after year. Software licenses are just a door opener to the maintenance revenue, where vendors really make their money."

Mark Slaga, chief technology officer and CIO of the Americas division of Dimension Data, an IT infrastructure services provider with $3.8 billion in revenues during 2007, said he expects to score a sweeter deal than usual next year on the maintenance renewal for his Oracle ERP system.

Slaga is also anticipating a nearly 20% cost reduction on the renewal of a software-as-a-service (SaaS) collaboration product, which he asked not be identified because the agreement isn't finalized.

Overall, however, Slaga's advantage in this market climate depends on the type of deal, he said. "If there was a new project, I would definitely believe I'm in the driver's seat. Renewal, not so much. I'll have more leverage, but it won't be drastic."

Jamie Ryan, CIO of Aspect Software Inc., said the company is "keeping more vendors in the mix much longer to create more competition."

The Chelmsford, Mass.-based vendor, which makes products for contact centers and had $600 million in revenue last year, recently invested "well north" of $800,000 in its networking infrastructure and came out a winner in the agreement, which was mostly for hardware. "We clearly got to a price point we would not have reached a year ago. I would think there was little if any [profit] margin in that deal," Ryan said.

Aspect also got "very good concessions on consulting," he added. "A lot of [vendors] have professional services people on the bench right now, and they'd rather have them doing something, even at a break-even point."