Recently I had the opportunity to listen in on some conversations between a major policy administration system vendor and an analyst regarding the vendor’s current and future offerings.

While confidentiality prohibits me from sharing details, I was struck by the fact that the vendor in this case wasn’t just interested in who would buy their current offerings or their planned future products. Instead, both parties were talking about extracting every bit of value from the vendor’s new and existing products—even those that already promise to meet stated business needs.

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