The typical long-term contract structure for enterprise ITC deals, particularly telecom deals, has traditionally been a revenue commitment over a fixed period of time.  This commitment might be a minimum annual revenue or volume commitment, or it might be a minimum term revenue or volume commitment.  New technologies and evolving vendor approaches, however, are changing all this.

In this 12 minute podcast, Laura McDonald, a Partner at LB3, and TC2 Directors Pat Gilpatrick and Joe Schmidt explain why enterprise buyers need to think differently when negotiating new ICT contracts.

Listen now.

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