Buying technology is something you probably do infrequently, so you are immediately at a disadvantage when it comes to working with technology sales people. Remember, they sell their products every day and know how to maximize profits and minimize risks for their products and services. Additionally, software licensing and consulting agreements are often difficult to understand and do not typically represent the best interests of you, the customer.
These are the words every technology sales person wants to hear. Why? Because you just gave away all of your leverage to “negotiate” a deal, and you will pay more than you need to for a software or technical product and accompanying services (consulting and support).
Making a significant technology investment is best done in a competitive environment. Ideally, you should solicit quotes or Requests for Proposal (RFP) responses through a competitive bid process. This will quickly weed out companies who are willing to stand behind their products and services from those who are NOT looking out for your best interests.
Rest assured, we are not trying to paint a negative picture of your technology sales person. We work with many (many!) good sales people who are willing to put their product forward in a competitive environment and negotiate fairly. It’s the technology representatives refusing to compete or attempting to work outside of a competitive process that give other good sales people a bad reputation. This type of behavior should concern you as well.
Before you invest in your next big technology purchase, consider getting assistance from consultants who know how to represent your best interests and facilitate a fair, competitive evaluation and buying process. Let us help you buy technology with confidence!
Photo by Cytonn Photography on Unsplash
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