TechTalk: The Software Seller’s Dilemma –

Brian Watson doesn’t mince words when it comes to buying enterprise software. “Times are tight and we can’t write big checks anymore. We just can’t do it,” says Watson, director of supplier strategy for Sprint Communications.

He should know. Having been with Sprint for well more than a decade, Watson has seen the ever larger, more costly-and clumsy-software systems become absorbed by an enterprise marketplace willing to buy and integrate seemingly whatever was thrown at it. Yet, having paid a fortune for “shelfware,” companies like Sprint have learned their lesson.

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