IDG Contributor Network: The enterprise software acquisition funnel

In science, everything that is observed to happen must have a cause. Although the root cause of most problems with major software purchases can be traced to inadequate requirements, what is the cause of that problem? Why do so many organizations have inadequate requirements?  The answer is that few know how to evaluate and select enterprise software. While it looks deceptively easy, in practice it is anything but.Anybody who has worked with sales & marketing would be familiar with the s