Speed before margin.
Discussed time and again, but not really validly ascertainable: How much head is involved in B2B decisions and how much gut feeling plays the decisive role in the end? - But who would name "intuition" as a decision criterion in a survey? However, we asked ourselves the question: Are decisions for successful opportunity management really based solely on price and margin? And if not, which factors should a company keep an eye on?
We spoke to a selection of the top 1000 system houses and IT service providers in the DACH region.
From the partner's perspective, what are the relevant success factors for successful opportunity management?
Here are the TOP 4 of the 16 criteria mentioned:
4TH PLACE
PERSONAL CONTACT
Just behind 3rd place and therefore worth mentioning for us. 42% of our partners surveyed consider a personal contact for project coordination to be relevant. This also gives Vendor the opportunity to build solid relationships with their partners.
3RD PLACE
PRICE & MARGIN
At 44%, project price and margin are just about on the winner's podium. A good price is therefore important, but no longer solely responsible for successful project implementation.
2ND PLACE
SPEED & ACCESSIBILITY
IN SALES SUPPORT
46% see the speed of preparing and submitting quotations as a relevant factor in being able to act in a binding manner towards their customers.
1ST PLACE
DELIVERY SPEED AND AVAILABILITY
55% of respondents cite the speed of delivery and availability of products as well as the binding statement about this as a key decision criterion and prefer speed to price and margin.
How can the decision be accelerated? What do you want from your partner?
Process speed - 58%
Demo devices - 52%
Technical support - 50%
These TOP 3 decision boosters are at the top of the partners' wish list when it comes to speeding up the decision-making process. In addition to optimizing processes, a competent presentation to the end customer leads to successful project business between manufacturers and business partners.
Reinforcement through KAM (3%), trade fair appearances (7%) or specific product features (6%) are given lower priority.
Are you interested in the other rankings? We will be happy to send you the detailed results of the survey:
