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Testing To Go: Page 7 of 9

Most labs test for hardware and software vendors, as well as for enterprises. Although this is accepted, it carries a negative perception that a product a testing house has previously tested for a vendor customer will do better in a head-to-head test sponsored by an enterprise. Sure, it's possible a testing house could manipulate results to favor a vendor customer. But more often than not, the third-party testing house is painfully aware of your concerns and will have prepared statements about its above-reproach business practices and testing procedures. If you're still not convinced, follow the money. Find out who paid for any test that appears to favor a particular vendor's product or service. Ask to see the testing documentation. Find out how the first four questions were answered.

This odd-bedfellows situation may even regulate the publication of test results. The nature of the vendor relationship, when comparative testing is involved, requires that test results be confidential. On the surface this seems to favor the vendor, but the testing house is protecting itself as well because results that are partially reported or reported out of context can cloud the outcome. Thus, testing houses typically will have a provision requiring that if vendors publish results, the testing house can follow suit. This way, the lab protects its integrity.

Curbing Costs

There's no getting around it: Setting up a complex test is expensive. None of the third-party testing services we spoke with would give us an hourly or daily rate. That's because pricing for most testing engagements is tailored to each specific situation and is based on time and material or a fixed project price. There aren't menus to choose from--such is the nature of any function that requires a custom fit and finish. But there are ways to improve or manage pricing.

Outsourcers constantly have to manage their resources to staff adequately, but the nature of their business is such that jobs are short-run and capricious. If the economy slides, so does development and technology-refresh projects, cancelling or postponing testing. Therefore, testing houses sometimes don't make their numbers at the end of the month. In those cases, there's an opportunity to negotiate a better deal. Play it smart: If you indicate that you're willing to be flexible in your scheduling and know what competitive pricing is, you'll be able to cut a better deal.