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  • Negotiating professional services

    June 21, 2011 by Phil Downe

    When licensing software beyond the shrink-wrapped applications, there are typically five negotiation areas: license fees, annual support fees, professional services, travel and living, and training.

  • Controlling software maintenance fees

    April 25, 2011 by Phil Downe

    Corporate software sales are rebounding with a vengeance following the economic contraction of 2008-09. The subprime mortgage crisis in the US plunged North America into the most severe recession since the Great Depression.