Engaging with a Vendor’s Sales Process

It's inevitable in digital transformation projects that you will encounter vendors that follow somewhat rigid sales processes and use account executives.

These interactions range from consultative (great) to pressuring to "sign and drive" with limited time offers (not great).

Regardless, there is work that you can do before encountering these interactions and there is a way to approach the relationship.

Before engaging with an account executive, do your homework:

• Compose a set of questions that you have

• Research the vendor's solutions using their marketing materials, support / documentation site, and third party resources

• Review whether the vendor offers other solutions that may augment or replace things you already have

• Talk with folks in your industry and peers of your role in other industries

• Engage a trusted advisor to assist with due diligence if this is your first rodeo

Armed with that knowledge, engage with the account executive:

• Be clear and direct in what you expect to buy and at what price

• Be empathetic to their situation, as they may need to follow a certain process

• Be aware that you may know more than they do about their own product

• Avoid being adversarial and offer concessions that can help with negotiations (e.g. "we're not in a position to do that this year, but it's not off the table")

TLDR: Be prepared and gain knowledge prior to engaging a vendor in a sales process. Be collaborative, but direct.