Tag Archives: Strategic Partnership

Is This Why Your Customers Don’t See You as a Strategic Partner?

If you refer to your software company as a ‘vendor’ or ‘supplier’ to your customers you may limit the potential of your relationship right from the start! Rather,  present yourself as a ‘Technology Partner’, ‘Industry Solution Provider’, or even better, a ‘Strategic Partner’.

Why?

For all the following reasons:

  • The more senior the level of the relationship the more likely it is to be strategically important to the customer
  • The more strategic the relationship the more likely it is to be long-term (higher revenue), the less likely it is to be price and discount sensitive (higher margin)
  • And typically the more strategic the relationship the earlier you’ll learn of new sales opportunities.

In contrast, a supplier or vendor providing product or service solutions is usually Continue reading Is This Why Your Customers Don’t See You as a Strategic Partner?