For Sales Enablement Professionals

Executives' Perceptions Of Differentiation Among Suppliers: Update For 2011

    Why Read This Report

    Results, not products, differentiate vendors in the eyes of executives.Executives assign strategic supplier status to vendors that are willing and able to align in substantial, not superficial, ways. Executives include getting paid for results, sharing knowledge, and helping them bridge the IT to business gap at their company as attributes of their most trusted partners. Not only do strategic suppliers earn more of executives' business, they are given the opportunity to influence -- and even define -- how their clients will realize value in the future.

    This document is not available for individual purchase.

    Become A Client

    Get objective, pragmatic guidance that helps you make tough decisions and succeed in a complex world. Contact us to learn more.

    Already A Client?
    Log in to read this document.