Let's face it, we as technology sellers have taught buyers to negotiate and hold out for year-end deals. I've seen many contracts come down to the final hours of New Year’s Eve and both the seller and buyer are left exhausted. Who wins in the end? I'm sure both sides would rather do this at another time of the year and avoid ruining their December holiday.
My vote would be a January 31st fiscal year-end. This way, the year-end "sprint" could be done after the holidays during the typically slow time of the year. It would also allow capital expenditures to come from next year's customer budget instead of dealing with year-end budgets that are often dried up come December. Another subtle benefit is that many buyers don't pay attention to fiscal calendars so they automatically assume a calendar year, which can come in handy during negotiations.
Hopefully most of you were able to enjoy this holiday season. For those of you who were heads down and stressed out closing Q4, let's rally the industry to avoid this silly conflict!