If a vendor can get in early, educate you, and get you to skip the request for proposal (RFP), then they get to shape the solution, cover their own holes and set the pricing negotiation.
SilkRoad has a product called SilkRoad Point that is "Collaboration Software for Employees" that creates a community, empowers workers, facilitates knowledge transfer of just in time knowledg
A key to my success was the ability to ferret out unspoken requirements (landmines) by conducting good discovery and exploring deeply in a whole range potential functionality.
I developed a personal specialty and sold customer, sales channel, public sector, ecommerce and association learning technology solutions better than just about anyone in the LMS industry.
It is so much easier to sell learning technology to support non-employees because you can compare training results with business performance and show defensible return on investment.
The greatest and least of us have to piece the information together from the scant efforts of integrated talent focused vendors, analysts, publications or non-learning industry sources.
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