Great article. Of course the vendors being parlayed vs. NetIQ are the old-line vendors that, by virtue of their "solution-pricing" policies, created the very opportunity we and arguably NetIQ are capitalizing on. It is, in fact, all about tying tangible benefit back to cost of product AND ongoing implementation/use. We continue to win against the "Big Four" management software vendors on that basis, coupled with less tangible benefits such as "Indicative was very responsive and easy to work with." At the end of the day, value for the buck is what counts, and as we like to ask, "Why would anyone want to pay for something they don't or can't use?"

Dave Webb
Director, Corporate Communications
Indicative Software

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