Budget - How does it typically breakdown?

The breakdown might typically be:

• 60% salaries - i.e. cost of people

• 25% infra-structure - hardware, cloud storage, VPNs networks etc.

• 10% for end user software - i.e. licensing things like Epic, SQL server, Oracle etc.

• 5% on tools like Iguana

So the value of us as vendor is typically how do we:

1. Optimize of the use of their staff and secondly

2. How do we reduce the cost their hardware.

3. Assist with organizational goals - timelines.

4. Reduce risk and increase security.

But check your assumptions - use clarification to see if the above applies to the organization you are talking to - it will give more insight and knowledge of what is going on.