When you communicate with your target customers - do you speak the same language? Do you use terminology that they use internally to...

The next time you buy enterprise technology - keep in mind that you are also selling..... What do we mean by that? 👇 If you want the...

Things are going well - the relationship between the buying and selling teams couldn't be better. Conversations are friendly and take...

So, you've done your initial market sweep - you've spoken to a number of potential vendors to see if they can meet your need. You've then...

So, we all know what the last step in your IT purchase process is - signing on the dotted line with your chosen IT vendor and/or the...

With the start of 2022, we bring a change to Viewpoint Analysis Ltd. We welcome a new service area focusing upon IT vendors - Sales Team...

A new service from Viewpoint Analysis - our Account-Based Marketing (ABM) Account Research, aims to help marketing teams to get the...

October 28th sees the publication of our first 'Viewpoint Analysis Longlist' report - but what's it all about? Well, each month we will...

A 90-day or indeed a 100-day plan is a critical component for any new sales or regional leader. Showing your new business that you can...

Why loss reviews are SO important to create a high-performing sales team. The world of IT sales is not for the faint-hearted. Losing is a...

The RFP - for so long the standard approach to buying IT equipment and services....is dead. Or at least on its last legs. The world has...

There are thousands of technology vendors across the globe - start-up, scale-up and established vendors of differing shapes and sizes....

You know the old saying about comparing apples and oranges? Well there is some logic in it. It feels like IT vendors can easily fall into...

Ok so I guess you are wondering what building bridges has to do with this business called Viewpoint Analysis and the whole area of Vendor...

One of our most important goals is to educate the market about the full breadth and capabilities of the world's very best IT vendors....

Agility is a critical capability for any business right now. Making quick decisions. Acting upon those decisions and putting new...

As an IT vendor, being 'one of the leaders' is like making up the numbers. In this article we explore why it's important to be different.

The economy has perhaps never been in such a state of turmoil - in individual countries and across the globe. For IT vendors, this is...

The race to the cloud has just heated up - indeed it's white hot. It will have an impact on customers and on the IT vendor community today.

The IT landscape is changing - as with all major structural shifts in the economy, there will be winners and there will be losers. With...