I think you have a very good point and one that we ought to explore further.

Steve

Interesting points by Niraj – I think that while this is a CIO level triangle, there is a technocal aspect that middle to upper managers think about that mirrors the CIO triangle. In the technical one, risk = technical risk (outages, unproven vendor, new technology), cycle time = time to refresh technology, stand up new apps, provision capacity to respond to changing business needs, and cost = cost (operational overhead costs based on recent ESG survey data). Thoughts??

Terri

I understand Technical Risk but this is absolutely not what I am trying to explain. Let me try again – if a solution can reduce the business risk of collecting payments or loosing customers – it will get bought and it will overcome cost objections and unfamiliarity objections. The Golden Triangle is a CIO decision filter – I believe that you have been thinking as a Techie – “we haven’t seen it work here…”

Hope that helps.

Steve

This is the only item in the golden triangle that is not quantizable and varies significantly between individual-to-individual and between Enterprise-to-Enterprise.

Precedence of a solution or an approach in an Enterprise mitigates this.

Thanks for the comment. Your deep domain experience as a professional procurement executive will have exposed you to the Golden Triangle drivers and the completely unstructured discussions that we all have with salespeople. Sorry your 20% price cut just doesn’t move the needle as your offer is too high risk….

Steve