Trends Report

Technology Buyer Insight Study: Preferred Or Exclusive Vendor Relationships

As Buyers Stratify Their Suppliers, Sales Must Re-Evaluate How To Deliver Value

February 16th, 2010
Scott Santucci, null
Scott Santucci
With contributors:
Eric Brown , Christina Lee , Robert Muhlhausen

Summary

Buyers are actively evolving their techniques for dealing with technology vendors to either get more value from a particular supplier or negotiate more favorable terms to save money. While many technology vendors are all too aware of the presence of procurement functions, the existence of preferred or strategic supplier programs is unknown to many sales enablement professionals. Sales leaders must begin to take more steps to ensure that customers are getting value, not just product.

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