Often technology buyers don’t recognize

papri2222

They have to “sell” their recommended solution to their customer, getting their buy in, support, and willingness to pay. Their customers will be asking business case questions, timing questions, risk, implementation, and other questions. Too often, they lose sight of this. They think they are solving a technology problem, forgetting they are really solving their internal customers’ business problems.  


they have to “sell” the solution to the end customer. They don’t know Vietnam Email List how to. As a result, what they want to do is not approved by the end user and the project is cancelled–not because it was a bad project, but the IT buyers didn’t know how to sell it and get internal agreement. It’s critical for us to understand who the problem owner is, why they want to solve the problem, what happens if they don’t, when they need a solution in place.





It’s important the technology buyers understand this, though often they may not. We must teach our technology buyers how to engage their customers in the buying process, it will make the technology buyers more successful. Ideally, the technology buyers will introduce us to the end customer as we work with both. But even if we can’t get that to happen, the technology buyers still have to make a business case to their end customers.