Stick to virtual emotions when playing hardball

Make vendors earn your business. That's right, it's time to get tough and play hardball.

There are too many companies that don't even bother to look at alternatives, sticking instead with their current vendors which means getting stuck with current pricing. Maybe it's time to take a new approach.

In the past year, I have seen a string of local research reports that show Australian IT professionals tend to stick with what they know, and who they know.

If you're getting value then that's all fine and dandy but according to Gartner, many organizations are still over-spending, especially when it comes to networking.

Gartner analyst Bob Hafner estimates that globally, IT will waste US$100 billion over the next five years on network products and services.

This is because buyers often purchase, just-in-case network products, fearing requirements will grow. He says stick to buying what you need. For example, Hafner says don't waste money buying IP phones with large display screens.