• Decision-makers are under intense pressure to modernize their systems, so they can create, promote, deliver, measure and expand digital offerings as rapidly as possible. As a result, learning technology ecosystems are facing extraordinary scrutiny.

    Published On: March 4, 2021Categories: Buying Learning Systems, LMS Business Case, LMS Requirements
  • The key to success is a process that compares qualified vendors on an apples-to-apples basis, which is why we communicate requirements in a structured request for proposal (RFP).

  • You've been scanning inbound email messages for important updates when suddenly a new subject line catches your eye: "Request for Proposal: LMS for ABC Corporation." A qualified business opportunity is knocking at your door! You greet the news with a mix of excitement and dread. This is a moment your sales team should relish. But preparing [...]

  • If each audience has highly specific needs, an all-purpose solution may be only marginally effective, at best.

  • RFPs help buyers get organized, formalize requirements, evaluate vendors logically, create a historical record and show vendors you are serious.  

    Published On: September 26, 2016Categories: Buying Learning Systems, LMS Business Case, LMS Requirements
  • Many sales reps and solution architects take the demo step lightly because they have done the same presentation so many times that they think they have seen it all and know it all; as a result, they prep too little, make a vanilla impact with the customer and get lost in the herd of possible LMS solutions.

    Published On: March 14, 2015Categories: Learning Systems, LMS Demos, Selling Learning Systems
  •  Defining your LMS requirements like a professional helps you cut through the marketing fluff of 600 potential LMS vendors and find the closest match to you and your needs.

    Published On: December 14, 2014Categories: Buying Learning Systems, LMS Implementation, LMS Requirements
  • If you have been doing your job establishing your network on LinkedIn, almost every prospect is in your first or second-degree network unless you are just starting out.

    Published On: April 24, 2014Categories: Learning Systems, Selling Learning Systems
  • In contrast, the smartest buyers always have a commanding understanding of their business model, their preferred software licensing model and contract structure when they're selecting an LMS or any enterprise software.

  • 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.

    Published On: March 27, 2014Categories: Buying Learning Systems

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