What is the “relationship status” software vendors aspire to achieve with their clients?

 1. Empanelled or Registered Vendor :– a vendor who has proven set of offerings and credentials strives to get registered with the client’s vendor management team.

2. Preferred Vendor :– a vendor who established their credibility with the client by successfully delivering one or more projects. In this case, client may see you as preferred vendor, not because other vendors do not have similar offerings, but because of your proven capabilities with the client.

3. Specialist Vendor :– client’s may perceive a specialist vendor as someone who has solutions or products (IP) to solve a particular problem faster, better and cheaper than others. For example; cyber-security.

4. Trusted “Partner” :- clients no longer tap into such vendors for transactional projects, but rather for transformational initiatives.

For example;

new product development, creating new customer segments. I have come to understand that organizations who operate at ” level 4 or 5 sales performance” as mentioned in my earlier article – https://lnkd.in/gsjd_EX – has significantly better chance to be a “Trusted Partner”.

I welcome you to share your thoughts……

#Sales #Performance #Revenue #Vendors #Strategy