Many UK businesses have never issued a formal software RFP or RFI before, and many IT vendors haven’t been trained to respond effectively. At Viewpoint Analysis, we support both sides with expert help, from writing and running RFPs to coaching sales teams on how to respond and win. Whether you're buying software or bidding to supply it, our RFP support services make the process faster, clearer, and more successful.

If you’re seeing low customer health scores or worrying signs from key accounts, it’s time to act. In this blog, we explore what a Customer Health Score is, why it matters, and how IT vendors can take practical steps to improve it. From conducting structured Customer Success Checkups to acting on early warning signs, we share proven strategies to boost satisfaction, strengthen relationships, and protect renewal outcomes.

At Viewpoint Analysis, we partner with companies around the world to research their ABM accounts, helping them understand each prospect deeply and tailor messaging to the right contacts. After analyzing hundreds of organizations, we’ve learned that ABM account selection is the most crucial first step to success. In this blog, we’ll share our perspective on what makes an ideal ABM account - what to consider, what to avoid, and how to set yourself up for a powerful, personalize

Looking for a new CRM solution for your business, take a look at our latest blog highlighting the UK CRM software vendors that you should take a look at for your long list of potential options.

It’s the question every technology vendor should  be asking - what do buyers really think about us? You might have your own assumptions. Your sales team hears anecdotal feedback. Your marketing team runs surveys. But rarely do vendors take the time to step back and run a truly independent, in-depth investigation into how their prospects, customers, and partners actually  perceive them. They just guess and hope for the best. They invest money into the marketing function and ba

Running an RFP doesn’t need to take months. At Viewpoint Analysis, we help you run a structured, collaborative, and effective RFP in just 30 days. This blog shows how -and why speed matters when selecting new enterprise technology.

If you’ve been exploring ways to improve customer experience or win more business, you’ve likely come across two important terms: Voice of the Customer  and Voice of the Buyer . While they sound similar, they answer very different questions, and understanding both is key to building a better, more competitive business. At Viewpoint Analysis, we work directly with both enterprise buyers and technology vendors. That gives us a unique, independent position to help you uncover wh

It's easy to assume that when a software solution or IT service isn't working well, the answer is to replace it. But in many cases, the...

Looking for sample RFP questions? Well, perhaps there is a different approach that you can take. When looking to run a selection process and issue an RFP, companies spend time trying to find example questions to give them a shortcut. The problem is, the market has moved on and sending vendors lots of questions is a thing of the past. Requests for Proposal (RFPs) have been a common practice for engaging vendors and finding new technology solutions for many, many years. However

What are 1:Few ABM Accounts? 1:few ABM accounts are a company's target accounts but are deemed to be a little less important than their 1:1 accounts. Where we might be super-focused on a 1:1 account, we have more accounts to manage in 1:few marketing, and that means resources are a little thinner. When it comes to account research and understanding those businesses, we have less money to invest (both in terms of marketing and account research), and we need to be more focused

SaaS contract churn is a persistent challenge for software vendors. Losing a customer at renewal time not only impacts revenue but can also signal deeper issues with customer satisfaction, product adoption, and competitive positioning. While the sales team is lauded for winning that all-important new logo, the business depends on existing customers signing renewals because that's where the profit sits. Since starting Viewpoint Analysis, I have had a deeper appreciation of the

If you want to improve your sales closing rates and your team's sales skills, running loss interviews is a crucial activity. Nobody wants...

Do you really know your buyer, or is your marketing and sales team guessing? Understanding your buyer is the key to winning new customers. Yet, many sales, marketing, and product teams focus on selling their solutions rather than truly grasping what their prospects want, need, and think. This is where buyer insight becomes invaluable. In this blog, we’ll explore why understanding your next customer is critical, the methods you can use to gain deep buyer insights, and how serv

How do you get the most out of your IT vendors and ensure IT service improvement? When a new software partner is chosen or a new service...

So what are Software Evaluation Criteria? You've probably heard it described as "evaluating vendors," but that's not quite right. Vendors, after all, are the people and organizations who sell you goods and services—they're not the product itself. So what is it exactly? Well, there are actually two main parts to this process. The first step is assessing your needs and goals so that you can best determine which products will meet them—and which won't. This can be called conduct

What is The Voice of the Buyer? You may be familiar with the term Voice of the Customer, but the Voice of the Buyer is subtly different. Whereas the Voice of the Customer is about understanding your customer - the Voice of the Buyer is about understanding your target buyer, your future customers. It’s a strategic research approach that gives businesses real, unfiltered feedback from their potential customers—helping them refine their sales strategy, improve messaging, and un

Sales territory planning is a crucial part of any sales leaders capabilities. Getting it right can be a game-changer. Getting it wrong...

Account-based marketing (or ABM for short) is a hot topic in the marketing industry. An increasing number of businesses are turning to ABM to ensure that they can market to the most important prospects for their solutions. In this blog, we look at what ABM services are available to support the account-based marketing teams to do an even better job! ABM services are a core part of what Viewpoint Analysis does to help our clients to win more deals. We are a 'Technology Matchmak

Route Planning Software is a crucial piece of technology for any company that needs to plot a route between two or multiple points. Be that delivery businesses, emergency service providers, couriers or transport businesses. A whole range of different businesses use Route Planning Software each day to ensure that they are becoming more efficient and saving money. What is Route Planning Software? Route planning software helps businesses figure out the best, most efficient route

Account Profiling is probably the very first step that any sales or marketing team takes in order to target a new account. It is therefore one of the most important activities that can be performed when investing in a new account patch or a new list of target accounts. Viewpoint Analysis acts as a 'Technology Matchmaker' - and one-half of what we do is to help sales teams to understand their customers better. That begins with account profiling or account research and we do a