Access "Negotiating for support"
This article is part of the Vol. 6 No. 3 May 2007 issue of Tips for lowering the cost of storage support contracts
You'll almost always get a better price for maintenance and support if you negotiate service contracts separately from the price of new arrays. Storage support contracts are optional and their prices are negotiable. But most storage vendors, especially major vendors, insist otherwise and will usually roll the price of support into the price of the new equipment. Organizations that negotiate storage support contracts separately from the purchase price can lower their acquisition costs, get better service terms or both. The price of storage support is a touchy subject. Third-party support companies that compete with vendors for storage service contracts are reluctant to discuss discounting for fear of losing their vendor certification. And many users remain mum on the topic amid concerns that a vendor might not be as responsive when they have an urgent service need. "We have 21 storage arrays. If we paid 15% to 30% per year for service and maintenance on each array, it wouldn't be long before the cost of service and maintenance outstripped the cost of the ... Access >>>
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Negotiating for support
Over a period of just a few years, the amount you spend on support contracts could equal or even exceed the price of the product itself. But storage support contracts are usually optional, and both the extent of coverage and its cost are definitely negotiable. A little hard bargaining and creativity, along with the leverage of seeking maintenance from a third-party support company, can go a long way toward knocking down your support costs.
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