HOW TO HAVE A WINNING RELATIONSHIP

WITH YOUR IT VENDORcc: flazingo_photos - https://www.flickr.com/photos/124247024@N07

IT VENDORS ARE FROM MARS... CUSTOMERS ARE FROM VENUS

THE CUSTOMER“The vendor is expensive..”“..difficult to deal with”” ..lacks flexibility on contracts”“..too many Sales Reps calling on us”…

cc: TheeErin - https://www.flickr.com/photos/27073477@N00

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.

cc: - luz - - https://www.flickr.com/photos/24633783@N00

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”cc: TheeErin - https://www.flickr.com/photos/27073477@N00

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?

cc: herval - https://www.flickr.com/photos/38685293@N00

Both Parties Fundamentally Want The Same Thing

cc: fabulousphotosbybrittany - https://www.flickr.com/photos/41338126@N03

WHICH IS TO HELP YOUR BUSINESS

cc: this_is_not_dan - https://www.flickr.com/photos/86602137@N00

But Tend To Be Poor at Communicating Their

Needs For Success

cc: Ed Yourdon - https://www.flickr.com/photos/72098626@N00

THE KEY..

cc: p2-r2 - https://www.flickr.com/photos/8364507@N06

Learn how an independent partner can help your vendor relationship

Communicate & Educate Each Other ..

cc: cybrarian77 - https://www.flickr.com/photos/63132390@N05

On Your Personal & Company Objectives

cc: Eric Kilby - https://www.flickr.com/photos/8749778@N06

.. And Internal Constraints

cc: ernest figueras - https://www.flickr.com/photos/32316075@N00

UNDERSTAND WHAT YOUR SALES REP IS MEASURED ON 

cc: Leo Reynolds - https://www.flickr.com/photos/49968232@N00

HAVE AN OPEN DIALOGUE

cc: moriza - https://www.flickr.com/photos/44373968@N00

SHARE POTENTIAL PROJECTS / BUDGETS

cc: ryancr - https://www.flickr.com/photos/33128961@N00

ASK THE REP TO HELP BUILD YOUR BUSINESS CASE

cc: Robert Sheie - https://www.flickr.com/photos/85546319@N04

DISCUSS YOUR LONG TERM STRATEGY

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DON'T PLAY HARDBALL

cc: o0()^SmSm^()0o - https://www.flickr.com/photos/80124993@N00

JUST TALKTO HAVE A WINNING

RELATIONSHIP WITH YOUR IT VENDOR 

cc: gin_able - https://www.flickr.com/photos/47968145@N00

Bringing Clarity to Oracle Licensing, Audit Defense and Negotiation