Firmographics, Technographics, Psychographics, Business Situation, Business and Operating Models, and Resources. My first thought was to ask if you are familiar with these terms. Then I realized it doesn’t matter because they are ultimately irrelevant to achieving successful ProcureTech implementation outcomes.
I want to take you behind the scenes of a meeting with one of my Suite 6 solution providers to see what very few are willing to openly share—the strategy or, as I call it, the common sense behind aligning the “right providers” with the “right practitioners” beyond the generally recognized industry demographics that everyone uses. In short, demographics have little to do with initiative success because we deal with real people, not personas, and real businesses versus market segments.
When providers deal with personas and market segments, they overgeneralize the challenges an individual company is likely facing. As a result, everyone’s problems in said market are the same. Therefore, one-size-fits-all marketing material and sales efforts are focused on solution scalability rather than problem-solving. Why do you think there has been a significant shift on the practitioner side regarding build versus buy? The answer: because providers aren’t solving problems, they are pushing products.
Today, I will share a 9-minute excerpt of my recent call with Focal Point, one of my Suite 6 solution providers.
There are four things I want you to take away from this off-the-cuff, unrehearsed discussion:
The company CEO, who also has extensive experience as a CPO and developed the solution platform, was on the call.
The Sales and Marketing teams were also involved. It was refreshing that the marketing person had insights into the technology beyond buzzwords and industry speak. At the same time, the sales team was clear on why they wanted to engage the market they were seeking to serve on a practical basis.
In the prior call to this one, I was given full access to the tech development team lead and a two-way, highly interactive solution demonstration.
Finally, and this is a big one for me, I have unrestricted access to interview current clients without someone from the provider being present.
Once again, this is only a brief glimpse behind a strategy session that starts to answer the question: why is this ProcureTech sales representative calling me?
Procurement Insights 
Why is this ProcureTech Sales Rep calling me?
Posted on November 12, 2024
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Firmographics, Technographics, Psychographics, Business Situation, Business and Operating Models, and Resources. My first thought was to ask if you are familiar with these terms. Then I realized it doesn’t matter because they are ultimately irrelevant to achieving successful ProcureTech implementation outcomes.
I want to take you behind the scenes of a meeting with one of my Suite 6 solution providers to see what very few are willing to openly share—the strategy or, as I call it, the common sense behind aligning the “right providers” with the “right practitioners” beyond the generally recognized industry demographics that everyone uses. In short, demographics have little to do with initiative success because we deal with real people, not personas, and real businesses versus market segments.
When providers deal with personas and market segments, they overgeneralize the challenges an individual company is likely facing. As a result, everyone’s problems in said market are the same. Therefore, one-size-fits-all marketing material and sales efforts are focused on solution scalability rather than problem-solving. Why do you think there has been a significant shift on the practitioner side regarding build versus buy? The answer: because providers aren’t solving problems, they are pushing products.
Today, I will share a 9-minute excerpt of my recent call with Focal Point, one of my Suite 6 solution providers.
There are four things I want you to take away from this off-the-cuff, unrehearsed discussion:
Once again, this is only a brief glimpse behind a strategy session that starts to answer the question: why is this ProcureTech sales representative calling me?
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