Friday, January 19, 2007
ECM vendor lock in challenged....
It wasn't long ago that Documentum was the only choice for pharmaceutical, Interwoven for legal, FileNet for insurance etc. Each vendor had a stanglehold on one or two industry sectors, and over the years locked in key clients. But with the commoditization of some elements of ECM, more use of open standards, the emergence of service oriented architectures and challengers coming from the open source community, those locked in positions will increasingly come under question.
Buyers who have long used a particular vendor as the corporate standard, should look again at the changes in the market, and what they will find might suprise them. Because until recently many vendors refused to bid or only did so half heartedly in many large accounts, knowing that it was 'owned' by a rival vendor. But now that new players are coming in and rocking the boat, there is more openess to potential new suppliers, and concern with over dependence on particular vendors. What this means is that this is a good time to be a buyer - you can make your complacent installed vendor dance for their supper again, you can negotiate from a position of strength and you can spread your bets a little wider. Vive la change!