Here’s a question: When was the last time a technology purchase you made really lived up to your expectations?
Now, assuming you were able to come up with one, let’s consider why that purchase turned out to be a good one. What did you and your team do differently that set you and your vendor up for success? I’m willing to bet that a few things were involved in making a smart choice:
Now let’s think about a time when you didn’t get the value you hoped for from a technology choice. Which of these areas was absent? What did the team not consider when making the choice? What did they fail to ask of the vendor, or of the vendor’s customers, that would have helped make the purchase a better one? Did the team really understand all the options they had for solutions, and what tools you already had that could help them meet their goals? Was the purchase made in response to a business priority or as an “everyone else is doing this, so we should, too” reaction?
Most of us who make technology buying decisions have made some mistakes that helped us figure out what works. What if you could help your team skip some of those “life lessons” and jump right to better decisions? You’d need to give them guidance on how to move away from looking at a technology decision as a standalone tool-buying effort and how to see it as a business-goal-achievement effort. What would help you create fewer disappointments and deliver more positive outcomes?
We’ve been busy here at SiriusDecisions working on a collection of content for our upcoming Technology Exchange event. Our mission for this event is to give teams the actionable advice they need to make smart choices when it comes to technology. We’re explaining how to get more value from the many valuable options in the market to help b-to-b companies with their sales, marketing and product functional priorities, and how to work with vendors to ensure that success. When everyone plays by the right rules, the game is a lot more fun, and your odds of winning are much higher. We hope you and your team will join us in Austin.
Megan Heuer is Vice President of Research at SiriusDecisions. With more than 20 years of industry and professional services experience, she has worked both in – and for – organizations to build a wide variety of collaborative sales and marketing deliverables that drive systematic, predictable growth. Follow Megan on Twitter @megheuer.