Bait-and-switch, buyer beware
It seems that this industry can never stop with the bait-and-switch sales strategy. It never ceases to amaze me what some of our competitors will offer, or what some customer organizations will believe.
A couple of recent examples:
- Last summer, we were talking to a global enterprise interested in replacing a legacy, out-of-support identity management product. They had a really unrealistic timeline: 6 weeks to implement and deploy a replacement. We told them that it would simply not be that fast. One of our competitors assured them that it would be no problem. Our competitor won the business, on the basis of ludicrously false promises. Now, in retrospect, reality has set in. 8 months later (not 1.5 months!), they are about half way done with the replacement effort. Good times.
- Recently, a software vendor in our space started offering “free” software. Of course, it would only come with limited integrations, and limited features, and just one day of consulting, and would only be free for the first year. But hey – it’s free! And if any organization is silly enough to adopt this “free” software, why they would be hard pressed to walk away when the time comes to start paying for things, or adding useful features.
This is not new – we’ve seen companies promising “enterprise deployment” of privileged access management systems, with thousands of integrations and full business process, in under 30 days. Seriously? Most organizations will need that time just to define their requirements, never mind deploy, test, migrate to production, retest, document and hand-off to operations.
But there must be money in it, because people keep offering things that are clearly too good to be true (and so are not true).