How IBM Conned My Execs Out Of Millions || kuro5hin.org
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How IBM Conned My Execs Out Of Millions
This is a first-person account of how IBM was able to con my execs out of millions of dollars. Gullible management tries to swim with the shark and gets chewed to pieces. Witness the exec-level FUD sales techniques and the $325/hr subcontractor labor bait and switch.
My Story
Last year, I worked as part of a project management office for one of the biggest defense contractors in the world. I was a contractor myself, getting paid by the hour to help them with project planning, forecasting, status, and other PMO and IT advisory functions. So when IBM conned them out of millions of dollars, I was sitting right in the front row.
The Setup
Thanks to Gulf War II, this defense contractor was growing like mad, despite the fact that it already had 120,000 employees and $30 Billion in Revenue. It now had the financial resources to take on major internal IT projects that it had been dreaming about for years. I worked on one of these, an enterprise-wide Portal and Knowledge Management project.
One of the criticisms of Knowledge Management is that it is just a new way to sell the same old products. Vendors take an online message board, bundle it with an off-the-shelf document management system and an intranet search, call the whole thing a "knowledge management system", and then sell it to you for millions. My take on knowledge management is that it’s a good idea that’s been overhyped and oversold, like Business Intelligence or Customer Relationship Management.
When I started on the project, they had already selected most of the vendors. Opentext for document management. Verity for Search. Microsoft for Directory Management. Netegrity for single sign-on. And IBM for the Portal.
