There are two reasons customers form new relationships with vendors:
- Their current vendor or self-serve process is broken
- Their current vendor or self-serve process works fine but can be eliminated in favor of a substitute
The first reason is quality-driven. The customer is looking for a process or product to work the way it is supposed to work. They want a vendor focused on executing an old vision.
The second reason has nothing to do with quality, it has to do with value. The quality is good, but there are alternatives that are more valuable to their organization. They are working with vendors focused on a new vision.Read More