For Technology Sales Enablement Professionals

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	February 16, 2010 Technology Buyer Insight Study: Preferred Or Exclusive Vendor Relationships As Buyers Stratify Their Suppliers, Sales Must Re-Evaluate How To Deliver Value by Scott Santucci with Eric G. Brown, Christina Lee, Robert Muhlhausen

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Executive Summary

Buyers are actively evolving their techniques for dealing with technology vendors to either get more value from a particular supplier or negotiate more favorable terms to save money. While many technology vendors are all too aware of the presence of procurement functions, the existence of preferred or strategic supplier programs is unknown to many sales enablement professionals. Sales leaders must begin to take more steps to ensure that customers are getting value, not just product.

This is an excerpt

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