It's a buyer's market

Only a few years ago at the height of the Internet boom, companies rushed to buy whatever technologies were considered hot, simply to keep pace with competitors.

Today, just the opposite is true. In making difficult spending decisions, cash-strapped companies are rejecting buzz about "the next big thing" and debunking old myths such as the requirement that PCs must be replaced every three years.

Even the most frugal customers, however, must upgrade their equipment and at least consider purchasing new technologies to avoid obsolescence--as long as they can see a clear return on their investment. Now it's up to the technology manufacturers to figure out which sales pitches will work best with this highly skeptical clientele.

The new pitch is cash, not flash