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Focus Research Insight: As you research, what do you ask of VoIP vendors?
Buyers are often delayed in their evaluation processes by various factors such as a lack of budget, approval from the board, or just having higher priorities. In our most recently hosted VoIP study, 60% of buyers claimed their biggest inhibitor was simply continuing to speak with vendors. Of those 60%, 55% of them cited Pricing—or cost evaluations , while another 20% said they were merely looking for an overview of the technology. But what specifically are you speaking about, or waiting on? What do you need to know in order to move forward?
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In addition to the usual, vendor specific questions I ask, the one thing that I pose to -every- vendor is: "What is the one weakness or problem with your product that you would rather I not find out about?"
Sounds crazy, but you would be surprised at the responses I've received over the years. When faced with an unsettling, unexpected question, the vast majority of people will simply start babbling the truth.
Paul
Please visit my Technology/CRM blog at www.paulmyoung.net
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