Webinar
Inside the Mind of the Vendor
Join NPI as we venture Inside the Mind of the Vendor to better understand IT vendors’ sales playbooks – how they recruit and train, and how they plan and execute on significant IT transactions. In this 1-hour session, attendees will gain valuable insight into the vendor sales machine and tips for leveling the playing field. They will learn how sales armies are motivated and managed, and how they profit when IT and sourcing teams aren’t properly aligned. Inside the Mind of a Vendor teaches IT and sourcing professionals:
Key Takeaways:
- How to neutralize vendor revenue extraction and lock-in tactics
- Ways to increase IT and sourcing team alignment to optimize deal outcomes
- A new way to categorize and manage vendors based on achieving best-in-class pricing and terms
- How to develop Negotiation Playbooks that include specific business goals, negotiation positions and proven tactics
