When Stakeholders Clash
Technology procurement within a business is usually not the sole domain of the corporate IT organization.
The development and rise of new technologies, especially cloud-based solutions, has changed the way businesses arrive at purchasing decisions. At the recent Best of Breed Conference, hosted by IT Best Of Breed's parent, The Channel Company, Forrester analyst Bobby Cameron said that in each of the last three years, the majority of tech spending shifted to the non-IT business units.
That can lead to internal conflict that can slow down the purchasing lifecycle, and thrust a service provider into the middle of that conflict.
What should a solution provider do in that situation? Here are five tips from channel executives who have been there.