Data Driven Vendor Analysis for Sales

At the heart of stewardship is doing what’s in your client’s best interest. For this reason, sales provides governance for their clients. Governance can include putting processes and resources in place to ensure mutual success even after the departure of key contacts from either organization. Governance can include ensuring there’s alignment of vision at the…

Best of Breed vs. Best Practices

Beware: this also applies to vendors, as well as technologies, systems, etc.“What do you mean, I don’t want best of breed?”  Isn’t this a totally rational position from the layman’s perspective? We all want the best, assuming the price is not prohibitive, but much of the time, having “the best” is NOT in your best…

Benefits of Reducing Your Vendor Footprint

In 33 years of watching organizations buy technology, it’s been the exception to see them wisely leverage their spend. The exceptions were made by either shrewd small-business owners or very large enterprise organizations with seasoned buyers, either within a technology silo or in a sourcing group. These buyers were doing their organizations several huge favors,…