vendor Class Differentiation Price SME 
Wondering Out Loud
JANUARY 15, 2010
But the world has changed and buyers most buyers ignore claims of “world-class&# , “industry leading&# , “best of breed&# , and all the other marketing speak associated with high-priced products and services. When all products are the same, buyers start differentiating on a different level.
The ROI Guy
APRIL 21, 2010
The utilities’ value proposition was compelling, and investment cost modest, but IT decision makers demanded ROI proof, and as a result, several deals were stuck while the IT buyers tried to make the case, and the vendor sales teams struggled for proof points. Case studies were commissioned, but did not provide all the proof needed.
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