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This phase of the blueprint, Evaluate and Learn From Your Negotiation Sessions More Effectively, will help you conduct evaluations at three critical points after...
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A request for proposal (RFP) is a systematic and proactive approach to vendor selection. When done right, it will maximize your negotiation leverage and ensure you are...
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Technology buyers and IT asset managers are frequently directed to procure and support new SaaS solutions from an increasing array of small to medium-sized vendors. These...
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Organizations examining a move to Workday or renewing a contract often struggle to gain information and leverage in the negotiation process on commercial components such...
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Agile methods have achieved a high level of popularity throughout the world. However, the challenge isn’t about adoption rates – it is about successful projects and...
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Read this Executive Brief to learn how to understand the challenges that IT leaders face when trying to understand what value their VARs provide and how to best manage them.
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This phase of the blueprint, Maximize Value from your Value Add Reseller, will help you Create an in-depth evaluation of the VARs capabilities. Services, Products,...
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This phase will help you organize all your VARs and create a manageable portfolio detailing their value, specific, product, and services.
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This storyboard will help you understand what value a VAR can provide, how to leverage additional value and better manage your entire VAR portfolio.
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Preparing to negotiate is only half the battle, and successfully implementing your negotiation strategy requires attention to the subtle nuances of the process. However,...
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