"An Independent Software Vendor's favorite customer is one who buys lots of software, never deploys it, and provides good references. ISVs don't really want you to deploy their software, because then they have to support it. They also know their chances of getting good references are severely compromised due to problems with integration. Customers want to buy what they need, get good use out of it, and integrate it in their environment. Consider this next time you sit down to negotiate. There is no alignment of interests and you can be sure they’re looking out for their own."
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