Microsoft, which conducted the survey, is calling for industry
change in the software procurement process.
“As the IT industry has matured, instead of becoming easier, the
experience of the software procurement process has become more and
more challenging for customers,” said Dervish Tayyip, Head of Legal
for Microsoft in the UK.
“This is not unexpected as buying software isn’t as
straightforward as more tangible purchases such as machinery or raw
materials," he said. "Our customers have welcomed some of the added
flexibility in licensing in recent years, but this has come at the
expense of greater complexity. There’s clearly a need for
industry-wide change and we believe this can result in a far better
experience for customers.”
Increased flexibility in contracting can improve speed and
efficiency of software procurement, according to 80% of respondents
who found this currently slows down the process within their
company. Greater confidence will also come if vendors can clearly
explain their accountability in contracts. Seventy-two percent felt
lack of vendor accountability had a negative effect on the
deal.
Microsoft said it is working to deliver better terms through
focusing on speed, lower transactional costs, balanced allocation
of risk and more customer-oriented contracts.
