Clearly, IT pros are in no position to put their necks on the line by purchasing from start-ups that offer only marginal advantages over blue-chip rivals. But don't just clip entrepreneurial companies and other second-tier vendors from RFPs because they're not household names with pristine balance sheets. Sometimes it pays to take a chance on unproven vendors if their product or contract terms are right. Do the risk analysis based on your company's own unique requirements and financial wherewithal.
Likewise, don't be so certain that no one ever got fired for betting on IBM, Microsoft, Cisco, SAP and other "sure things." No question, those formidable vendors and their mature products aren't going away anytime soon. But consider how wise it is to lock into a proprietary architecture. How safe it is to select software rife with bugs and security holes. How prescient it is to install systems that don't scale. How prudent it is to pay a hefty premium just for a brand name or buy products that are a nightmare to install and integrate.
It's up to you to put "disciplined" buying practices into proper perspective for your management and colleagues. Assess vendors carefully, but be sure to give everyone a fair shake. In an IT spending environment that places a premium on safety and conservatism, innovation needn't be a naughty word.
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