Vendors Are From Mars
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PRESENTATION OUTLINE
IT VENDORS ARE FROM MARS... CUSTOMERS ARE FROM VENUS
Men are from Mars, Women are from Venus; “A practical guide for improving communication and getting what you want in your relationship;” Like the legendary book there is much to be said for trying to unlock the secrets hidden in each other's words and actions.
THE CUSTOMER
“The vendor is expensive”
“difficult to deal with”
” lacks flexibility on contracts”
“too many Sales Reps calling on us”…
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Often customers do not want to continually have to negotiate for each purchase.
Why?
In order to make it easier for budgeting and business cases, knowing the unit cost of a software can make life a lot easier.
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THE VENDOR..
“The Customer is obsessed with Discount”
“doesn't see the value"
“The customer wants more discount but are only buying a small volume”
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what drives the IT Vendor.
- Is it share price?
- Is it a sales driven or consultancy driven company?
- Is it private or public?
- When is their end of year?
- Listen to the last earning call what are they focussed on selling?
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Both Parties Fundamentally Want The Same Thing
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Which is to help your business
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But Tend To Be Poor at Communicating Their Needs For Success
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The Key..
Often Madora Consulting will act on behalf of a customer as mediator with the IT Vendor and it does at times feel like marriage counselling in an acrimonious relationship.
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Communicate & Educate Each Other On..
Through communicating effectively and educating both parties of their own personal and company objectives, constraints and processes, it can be very helpful to achieve what both parties want and have a positive commercial relationship.
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Your Personal & Company Objectives
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.. And Internal Constraints
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Understand what your Sales Rep
Is Measured On
A lot of Sales Reps are measured on new business which will typically include the first year of support.
Using the fact you have a large support stream may not have an impact on negotiations if the Rep is not measured on it.
Using the fact you have a large support stream may not have an impact on negotiations if the Rep is not measured on it.
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Have an open dialogue
The more open a dialogue you can have with the IT Vendor the more creativity you will see.
We all know that sometimes we need to put a business case together requiring budget figures. These projects may not come off but they are worth discussing with the vendors.
Most customers are scared to do this as the vendor gets a bit 'excited'
However, we find those customers who are open on potential projects will be in a better position, as the vendor can often use this future or hypothetical spend to build their own detailed business case - 'the approval'.
If you can share your own plans and include other IT projects that perhaps you don't normally approach said IT vendor with you may see a more proactive sales rep trying to build a case and build other options for you.
We all know that sometimes we need to put a business case together requiring budget figures. These projects may not come off but they are worth discussing with the vendors.
Most customers are scared to do this as the vendor gets a bit 'excited'
However, we find those customers who are open on potential projects will be in a better position, as the vendor can often use this future or hypothetical spend to build their own detailed business case - 'the approval'.
If you can share your own plans and include other IT projects that perhaps you don't normally approach said IT vendor with you may see a more proactive sales rep trying to build a case and build other options for you.
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SHare potential projects / budgets
So what if you just can’t afford to spend much? Well then you need to help the Sales Rep justify your asks. Every rep has to submit an approval to get the discounts and special terms you want.
This is not an easy process and the more you can share to help build a case the better.
Arm your rep with all necessary information to get your demands approved.
This is not an easy process and the more you can share to help build a case the better.
Arm your rep with all necessary information to get your demands approved.
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Ask the Rep to help build your business case
If you involve the IT Vendor in your planning and strategy the relationship will fundamentally shift.
The IT Vendor wants to be a strategic partner, not a supplier. When the IT Vendor (Sales Rep) can demonstrate to his / her management that they are actively part of the Customers planning - it will yield far more creativity and ultimately greater discounts and commercial terms.
The IT Vendor wants to be a strategic partner, not a supplier. When the IT Vendor (Sales Rep) can demonstrate to his / her management that they are actively part of the Customers planning - it will yield far more creativity and ultimately greater discounts and commercial terms.
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discuss your long term strategy
If you can share strategy, intent and agreeing to be a reference etc, then you may be able to get some beneficial discounts and terms without breaking the bank.
This is why an open, professional working relationship with your sales rep is key. It may also take a few iterations but persevere.
It is possible to have a positive and collaborative relationship with your IT Vendor.
This is why an open, professional working relationship with your sales rep is key. It may also take a few iterations but persevere.
It is possible to have a positive and collaborative relationship with your IT Vendor.
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Don't play hardball
Playing hard ball and going ‘quiet’ is the worst thing to do.
All that happens is the IT vendor either walks away or the sales managers will start pushing the Rep into behaviours that will only annoy you (and them!).
All that happens is the IT vendor either walks away or the sales managers will start pushing the Rep into behaviours that will only annoy you (and them!).
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Just Talk
to have a winning relationship with your IT Vendor
It's amazing how the relationship can shift if both parties are willing to change they way they communicate. Be honest and explain what success looks like for both parties. Then work out together how to make that happen.
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Find out more about how Madora Consulting can help you get better deal with your IT Vendor visit
http://madora.co.uk/
http://madora.co.uk/
