The short answer…When you have to buy it more than once.
Over the course of the last two years we have found a staggering 30% of our net new customers have migrated from one of our competitor’s EDI solutions. The reasons for switching vary by customer. However, there is always one constant, someone at the company is unhappy with their current solution.
As a sales person I get to speak to many different people over the course of the day, one thing I have learned is everyone has a different buying style. Some people just look at the price to make their decision and some people look at the value of what it is they are purchasing (these are the people that only have to buy a solution once). By determining value in what you are purchasing you will have the ability to make a much more informed decision.