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New vendor value proposition for government

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OVUM strategic partnership value proposition vendor selection and management

By Allan Tan | Jul 19, 2010

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IT vendors fall into three categories: (1) strategic partners; (2) commodity players; or (3) nitch players. Kevin Noonan, research director, public sector OVUM, looks at each of these categories and how vendors can make money in each category. He also explores the challenges that vendors who want to be in a strategic partner position to achieve higher margins over longer periods.

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