Strategic accounts are the lifeblood of many businesses. In some cases, the sales revenue from a handful of the most important key...

Vendor selection can be tricky. It can be expensive and it also can be time-consuming - extremely time-consuming. In this article, we set...

What is a Technology Selection Process? A technology selection process is an IT procurement exercise that takes a business from an...

Win Loss Analysis is vital to the success of a sales team. It's how you ensure that mistakes are not repeated. It's how sales figures can...

There is an alternative to an RFP, so before you go ahead and start the process, we have a better suggestion for you..... Although an RFP...

Account Based Marketing - or ABM for short, is all about intimately understanding and then marketing to your most strategic accounts. The...

Technology selection processes are never easy. There is hardly ever a conclusive opinion. There is always that nagging worry that the...

What is a Technology Matchmaker? In this blog, we explain why we are changing our messaging and exactly what a Technology Matchmaker is!

You instinctively know when your business or department has a problem. When there is something that just isn't working as you want it to....

Are you soon to be in the market for enterprise technology? If you are, and if you are looking to work with the top tech companies, here...

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...

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...

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...