Lots of great comments so not much add/kinda like others have said: When dealing direct with vendors (Dell, Sun and IBM from experience): 1) Price you're give

Lots of great comments so not much add/kinda like others have said: When dealing direct with vendors (Dell, Sun and IBM from experience): 1) Price you're given is not only based on current purchase, but future purchase. Telling your sales rep 'I need X servers now, but I expect to need a further X per quarter growing to X after X time' then they'll fight harder for your business. Basically, present your business as a growth opportunity to the vendor. 2) When speaking to your first sales rep, ask at what price/order level they generally deal in. The reps who handle bigger clients have access to bigger discounts. 3) Don't under or over-specify your machines without calculating your later options. Buying an extra processor for one machine now will be a hell of a lot cheaper/easier than buying the matching processor in 3/6/12 months. In the same respect, not buying that extra processor now might be more prudent because a new chassis with the latest and greatest processor in 6/12/24 months might be a better option. (should be part of your scalability predictions anyway). 4) Know your stuff. 4.1) We all know reps bs, by knowing what you're talking about you can reduce this tedium. 4.2) If you ask which processor is better, then it'll always be the more expensive one (or more importantly, the one with the better margin for them which is not always the most expensive). 4.3) mmmurf said it, but to re-iterate. Time = Money. If a rep is holding your hand too much, then you won't get as good deals. 5) Know your vendor and their enemies. 5.1) When is there end of quarter? 5.2) How have they done compared to comparable vendors over the last quarter, year, etc? 5.3) Which vendors are pushing X line/type of servers at the moment? 5.4) Have comparison quotes. 6) Specify a date when you will be looking to purchase. 5.1 has a MASSIVE impact on this.