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John OSullivan

In my experience, these feature check lists are popular with

vendors because they know that they can drive client behaviour.

Lazy thinking probably leads them to use the same presentational

material with investors as they do with prospects.

I've seen software purchasing in action inside several large

banks. Less clued up managers and technologists will compose

product selection criteria that are simply a super set of

all the items on vendor feature check lists. And they will

weight the check list items according to their own prior

prejudices. As a result, the wrong product is often selected,

and then imposed as a corporate standard. Which is a great

result for the vendor, since a big juicy site wide licensing

deal follows. Not so great for the business aligned tech

teams inside the buying org, who then have to work with a

mis-specified product.

Cheers

John

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