UNLEASH’s “Ask The Analyst” brings together four HR technology analysts to examine the single factor most likely to determine which vendors win or lose contracts over the next 12 months.
Representing 3Sixty Insights, Nicole Roberts, HR Industry Analyst, argues that the decisive factor will be how effectively a vendor enables its internal champion to get the deal approved. With tighter budgets, larger buying committees, and greater scrutiny around technology investments, a strong product demonstration is no longer enough. Vendors must equip their champions with clear business outcomes, realistic ROI, total cost of ownership, implementation expectations, integration and security information, and evidence that the organization can realize the promised value.
Nicole’s perspective underscores a broader shift in HR technology buying: the vendor isn’t just selling to the buyer, it is helping the buyer sell the decision internally. As she puts it, the solution that is easiest to champion internally may ultimately outperform the solution that delivers the most impressive demo.
Read the full article here: Ask The Analyst – What single factor will decide who wins and loses vendor contracts in the next 12 months?