Alinean Blog IDC: Buyers Expect You to Provide a Business Case

I remember the first time I visited West Point like it was yesterday. I was still in high school, and a dear friend invited me to see her brother graduate. To make this even more special, I was lucky enough to hear the great communicator, President Ronald Reagan, deliver the commencement speech. Two things immediately strike you on a visit to the institution: first the idyllic location and beautiful grounds along the Hudson; and second, the discipline of the student soldiers who march in unison into the stands before each game.Randy Perry, head of IDC's business value practice, came of age in such a disciplined environment as a West Point graduate. He brings this discipline into his research. I've had the pleasure of collaborating with Randy on business value for the past 20 years. His latest research on the need for business value illuminate the value gap like never before - the divide between sellers who pitch products and jump to demos, and buyers who want solution providers to focus instead on the buyer's challenges and business outcomes from proposed solutions.Learn more here:https://www.evolvedselling.com/buyers-expect-you-to-provide-a-business-case/