In enterprise technology, the most frequent and common question from the buyer is - How many customers do you have? That's relevant question but is it sensible to ignore other important questions?

1. #LoveOfInnovation
Awareness
Series

2. In enterprise-tech
buyer's journey,
the frequent and
most common
question is…

3. How many customers do you have?

4. Well, a genuine, relevant, and honest question
for making right buying decision because:
It gives confidence that how other organizations have
embraced the solution/product/technology
What are their feedback/reviews
Does this solution has capabilities to cope with
complexities/scalability of the large enterprise

5. But hey what about
other important
questions?
Such as…

6. What are your business
requirements?And does this
solution cover all?
What are the features of the
product? And do these
match to the standards?
What about the
implementation?Who will
execute that?
How this solution would
respond to the ‘Change’?
Would it cost you like a
bomb?
What about post-sales
experience?
Are you paying for ‘brand’
rather than for ‘technology’?

7. What are your
business
requirements?

8. 1.
Analyze whether the product has potential to
help you reach your objective
Evaluate what fits your needs properly
Figure out what your business requires
What are your
business
requirements?
And does this
solution cover
all?

10. 2.
Analyze each feature to determine what is
beneficial for your business
Take a look at the features of the product
Identify which features will cover your current
operation challengesWhat are the
features of the
product? And
do these match
to the
standards?

11. What about the
implementation?
Who will execute
that?

12. 3.
Does software provider take responsibility for
successful implementation or need to rely on
partners
Ask your software provider who is going to
take charge of implementation
Further, enquire what will be covered in
implementation part.
What about the
implementation
? Who will
execute that?

13. Would it cost you
like a bomb?

14. 4.
Ask vendor about cost related to
customization does it cost higher than
product cost
Check whether product is capable to adapt
any business change and how fast.
Evaluate how will product respond when it’ll
confront with any change.
How this
solution would
respond to the
‘Change’?
Would it cost
you like a
bomb?

15. Are you paying for ‘brand’ rather
than for ‘technology’?

16. 5.
Analyze, are you investing in future or just in
current requirement.
Don’t overwhelmed by “brand” and do not skip
“technology” or “Facts Check”
Assess that you are buying a right technology
and refer buyer’s guide.
Are you paying
for ‘brand’
rather than for
‘technology’?

17. What about
post-sales
experience?

18. 6.
Look for the best post-sales support to
assure good performance out of software.
Ensure post-sales support services including
right functioning of the product.
Have a discussion around post-sales
experience. It will help you to get maximum
ROI
What about
post-sales
experience?

19. And remember every business is unique,
emphasize on what suits you best.
It isn’t necessary that if solution ‘A’ works out for a specific
business, the same will also works out for you.

20. Let’s Recap
Buying a enterprise technology/product/solution,no doubt, is a
strategical journey that requires thoughtfulapproach.
Merely, focusing on “Number of
Customers” doesn’t give you
best decision always, it should
be carried out in other relevant
and equally important
parameters as well.

21. Use this guide as a
Fundamental Evaluation
Calculator to adapt any
technology/product/solution
and you will be a happy and
satisfied buyer.

22. Thank You.
Still has confusion or finding difficulties to
adapt right technology in ? Feel free to
contact our team.
+91-842491090
sales@pericent.com
pericent.com