December 19, 2014 | Washington Technology Publishes Gary Shumaker’s Article “How to avoid a deadly case of incumbent-itis”
By: Gary Shumaker “We can’t bid that one. There’s an incumbent and he’s the sure winner.” It’s a fact; being the incumbent is an advantage. The incumbent knows the customer, has the people on staff already, knows the technology and represents minimal transition risk. Depending on how you crunch the numbers (in this day of…