October 4, 2016

Adapting Network Services Agreements to the Digital Age

No self-respecting network manager is trying to buy 20 year old technology - it's been a long time since I worked on an RFP for Frame Relay or ATM Services. And everyone knows that SIP trunking, Ethernet Access, and Hybrid WANs require different specs and pricing structures than the TDM services they are replacing.  

But even though it stands to reason that new services will also require some new contract terms, or at least a change in emphasis, I'm continually surprised by how often enterprise procurement managers - and their lawyers -- insist on obsolete clauses even as they de-emphasize or skip terms that are crucial in a digital world.  Continue Reading...

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