Stories by Lisa DiCarlo

  • Market research: Who buys it and why

    IT research firms service two separate groups of clients -- technology vendors, which constitute the "sell" side of the market, and organizations seeking advice on technology purchases, the "buy" side of the equation.

  • Analyze your analysts

    On the Web site of mega research firm Gartner lives a section titled IT Budget Optimization, which, among other things, offers for sale 20 research papers on strategies for cutting IT expenses.

  • The six most infuriating tech sales styles

    When Craig Urizzola's company decided to make a seven-figure investment in a new ERP system, he contacted his local reseller to order hardware to run it on. "We told them exactly what we wanted and said, 'We don't need SANs or clustering or any of that,'" says Urizzola, CIO at Saladino's, a food service distributor in Fresno, Calif. "But their proposal came back with SANs and 10 more servers than we asked for. They just don't listen."