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Cashing in on the trend toward variable-term computer leases.

Chief Information Officer Journal

|February 2, 1993

Summary

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Computer lease profits often stem from customer changes. Lessees are now opting for flexible variable-term leases to avoid penalties from fixed-term agreements.

Area of Science:

Business and Economics
Information Technology Management

Background:

Lessors profit significantly from customer-initiated modifications to fixed-term computer leases, including upgrades and early terminations.
These modifications often incur substantial financial penalties for lessees.

Purpose of the Study:

To analyze the shift in computer lease agreements from fixed-term to variable-term structures.
To understand the driving factors behind lessee negotiations for flexible lease terms.

Main Methods:

Analysis of lease agreement trends.
Examination of lessee financial behaviors and negotiation strategies.

Main Results:

Lessees are increasingly negotiating for variable-term computer leases.

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The financial penalties associated with fixed-term lease changes are a primary driver for this shift.

Conclusions:

Variable-term leases offer lessees greater financial flexibility and risk mitigation.
The trend towards variable-term leases reflects a strategic response by lessees to minimize costs associated with computer equipment lifecycle management.