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Karen Herbert of Cognos gives the view from the vendor side of the fence on what makes a successful alliance.
Keeping your partner on side - Part 2 | Part 1
4. What are the common mistakes and problems that consultants cause vendors and what lessons can be learned?
One common error consultants make is to assume they know enough about the vendor’s product, without having to involve them in the earlier stages of the sales cycle.
The importance of getting the vendor involved in the qualification process at an early stage cannot be over-estimated. All too often, consultants are wary of contacting the vendor at this point because they are afraid that the vendor will take the lead away from them.
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Consultants' Advisory 2003
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