Posts Tagged ‘problem solving’

Crossing the Real Chasm for Buyers

May 21st, 2013

A couple of leading questions that I think will frame the discussion. What is the difference between:

1. Pain versus Problem?

2. Solutioning versus Decisioning?

3. Solution Adoption versus Buyer Adoption?

4. Solution Delivery versus Problem Solving?

5. Peer-Influenced versus Vendor-Driven Decision Support?

If you can’t diagnose the REAL underlying problem that is the causation of the symptomatic pain that buyers are experiencing – think strategic, cross-functional business problem that the SVP has to really make a serious, involved decision to solve versus the departmental complaints that give you an indication something is broken – then it is really hard to facilitate the complex decisions they need to make to solve the problem.

If you are not solving the problem, you are really looking for pain to match to your solution’s value proposition. May solve the real underlying problem, or not. Solutioning is not problem solving. Buyers are looking at adoption as “what do I need to solve a painful problem?” while vendors look at adoption as “What do I need to do to get a buyer to buy my technology solution?” The disconnect creates a huge risk for the buyer which grows exponentially with the number of depts/people involved with decision, complexity of the technology, complexity of the implementation, cost of the solution, and the length of the project. Add in the need to get people trained and using the system fully to see the value and you wonder why buyers are hesitant to move forward, fear the unknown, and feel like most projects fail to meet their expectations? Continue reading “Crossing the Real Chasm for Buyers” »

CEO as Chief Buyer Officer

April 18th, 2013

We are all seeing a shift from vendor-driven to peer-influence is marginalizing vendors. Buyers demand to be empowered with education on the problem definition before they engage for education on the solution differences.

We believe that the underlying problem that is driving this shift in your markets FROM a buyer’s perspective is that your company is not helping them understand what problem(s) that you solve for them. We believe that this is accelerating because the availability of information is increasing in markets. The buyers don’t need or can’t find the vendors who don’t help them with decision support. But, why is this a CEO level problem?

Continue reading “CEO as Chief Buyer Officer” »