Don’t Buy the Wrong Solution

One group says 50% of more of B2B buyers say they realized they bought the wrong solution. Gartner says the number is as high as 79%.

The problem is real but it is also the problem.

The reason buyers give for making the mistake is that they didn't diagnose the problem correctly. They started with the solution.

60% or more of solution evaluations end in no decision. This is disturbing for two reasons. One is that you waste a lot of time evaluating solutions. Two, even when you have a compelling business case, you don't do what is need to drive consensus to move forward. The focus is on the solution.

Over 70% of all change initiatives fail. They fail for a lot of reasons but one is that you started with the solution and didnt give a lot of attention to the change required to adopt and optimize it.

A better approach is to realize you are buying change. When you are able to shift your mindset to a change driven purchase you establish the metrics for success and give yourself a fighting change to purchase the correct solution.