1. Sales, Marketing and Service Activity
Connect Problem to Solution
>Commit Resources
>Size the Problem
>Determine if problem is worth solving
>Not Vendor Specific
Consider Vendors
>Identify Requirements
>Outline Budget, ROI, Timing
>Identify vendors with shared vision & values
>Create Short List of Vendors to Evaluate
Evaluate Vendors
>Detailed review of top 2 or 3 vendor solutions
>Meet with vendors to ensure compatibility
>Compare requirements to each solution
>Identify best solution fit
Purchase Solution
>Negotiate best price on whole product solution
>Explore volume purchase agreements
Pilot Solution
>Large customers often test solution at a departmental level before rolling-out across their enterprise
Assess Solution Performance
>Formal or informal review of performance of whole product solution versus expectations
>Measure ROI, cost/time savings
>Determine if solution worth cost of roll-out
Roll-out Solution
>Negotiate price on enterprise roll-out of solution
>Ensure enterprise logistical support is in place
>Determine benefits & costs of being a reference account
Advocate Solution
>Become reference account for vendor and whole solution
>Help improve whole product solution
>Help push adoption of solution as industry standard
Buying Cycle for Considered Purchases
Marketing Activity
Sales Activity
Use this slide to summarize the buying cycle.
Sales, Marketing and Service Activity