May 52 minDo you speak the same language as your customer?When you communicate with your target customers - do you speak the same language? Do you use terminology that they use internally to...
Apr 262 minDo you sell when you buy? Here's why you should.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...
Mar 283 minWhen things go a little too quiet....Things are going well - the relationship between the buying and selling teams couldn't be better. Conversations are friendly and take...
Mar 74 minHow DO YOU make your final vendor selection?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...
Feb 231 minThe (next to) Last Step In Your IT Purchase Process?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...
Jan 71 minSales Team Services - helping IT vendors to sell more.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...
Dec 8, 20211 min"ABM - Account Research" - Vendor Service.A new service from Viewpoint Analysis - our Account-Based Marketing (ABM) Account Research, aims to help marketing teams to get the...
Oct 18, 20212 minTHE Technology Longlist...October 28th sees the publication of our first 'Viewpoint Analysis Longlist' report - but what's it all about? Well, each month we will...
Aug 2, 20213 minA 90 Day Plan Needs Baseline Facts.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...
Jul 28, 20212 minHigh Performing Sales Teams and Loss Reviews.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...
Jul 22, 20213 minThe RFP is dead....there is a better way.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...
Jul 14, 20211 minTechnology you NEED to know about.....There are thousands of technology vendors across the globe - start-up, scale-up and established vendors of differing shapes and sizes....
Jun 28, 20213 minWhy it doesn't help to compare.....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...
Apr 27, 20214 minViewpoint Analysis and Bridge Building.....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...
Jan 19, 20211 minWant to discover a new IT vendor every day this year?!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....
Dec 5, 20203 minThis will get your big decisions right - most times.Agility is a critical capability for any business right now. Making quick decisions. Acting upon those decisions and putting new...
Oct 10, 20203 minOne of the 'leaders' or making up the numbers?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.
Aug 9, 20202 minCatching the sunshine in the Covid-19 storm.The economy has perhaps never been in such a state of turmoil - in individual countries and across the globe. For IT vendors, this is...
Jul 10, 20202 minThe race to the cloud just heated up....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.
Jul 10, 20202 minPlace your bets wisely - not all will survive.The IT landscape is changing - as with all major structural shifts in the economy, there will be winners and there will be losers. With...