We were tasked by our client, a Fortune 20 company, to help them with a vendor selection process. The goal was to review proposals from various CRM, CMS, and other cloud solution providers and conduct a comprehensive technical evaluation around the merits of each offering. The client was having difficulty picking the winner given competing internal priorities and complexities of the offerings.
We began by visiting our client’s headquarters to better understand their goals and familiarize ourselves with their cloud environment and solution offerings. We then carried out extensive interviews and in-depth analysis of various vendor offerings. We soon realized the real challenge we need to solve first is not to pick a vendor, but to help our client’s senior leadership understand the more fundamental questions they need to address. In other words, it soon became clear to our client that the choice of vendor is less critical than laying the technical foundation for the organization to digitally transform itself to a stage where they can successfully use a vendor’s solution.
Through our analysis and senior leadership briefings, we helped the company address key internal technology challenges, way ahead of picking a vendor. This made the company well-positioned to eventually succeed at picking the right vendor.