---
title: "RFP Theatre: How Open Source improves Enterprise Procurement"
date: 2011-11-22T18:19:21Z
modified: 2011-11-22T18:19:21Z
permalink: "https://redmonk.com/jgovernor/rfp-theatre-how-open-source-improves-enterprise-procurement/"
type: post
status: publish
excerpt: ""
wpid: 3599
categories:
  - opensource
tags:
  - opensource
  - Actuate
  - procurement
timestamp: 2011-11-22T18:19:21Z
---

I am really pleased with how this video, the second in a series [sponsored by Actuate, with no editorial interference](http://www.redmonk.com/jgovernor/2011/10/13/blammo-pulling-the-trigger-on-a-new-video-series-about-data-actuate-as-enlightened-patron/), came out. So much so I need to get this transcribed.

Too much of IT procurement is just so much “security theatre”, not really adding value to the process. The idea is a straight lift from [Cheryl McKinnon who coined Sales Cycle Theatre](http://candystrategies.com/2011/06/sales-cycle-theatre-unlearning-the-fud/).

Bottom line- enterprise vendor sales people shouldn’t be running your corporate strategy. Use open source to bust through the shackles of traditional IT procurement. At the very least use [open source as a personal trainer for the proprietary](http://www.redmonk.com/jgovernor/2005/03/03/open-source-as-a-personal-trainer/).