Some vendors still try to differentiate themselves on product. Most of you know by now that product superiority in any industry is fleeting, if it ever really existed at all. Vendor A s new release, today s latest and greatest, will be old news tomorrow when vendor B releases its new version with even more features and functions. Today s killer application is tomorrow s legacy system. It will always be that way.
Some vendors are willing to undercut competitors on price.
These drastic reductions typically are offered at the end of the evaluation cycle when the vendor feels it is losing. Grand alliances . This is nothing more than marketing hype. No vendor can do it all. Demonstration pony shows.