The typical long-term contract structure for enterprise ITC deals, particularly telecom deals, has traditionally been a revenue commitment over a fixed period of time. This commitment might be a minimum annual revenue or volume commitment, or it might be a minimum term revenue or volume commitment. New technologies and evolving vendor approaches, however, are changing all this.
In this 12 minute podcast, Laura McDonald, a Partner at LB3, and TC2 Directors Pat Gilpatrick and Joe Schmidt explain why enterprise buyers need to think differently when negotiating new ICT contracts.
Listen now.
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