So often in the selection of procurement technology solutions, one of the fundamental challenges in the case of technology shortlisting and decision making is that people confuse wants with needs. I believe this stems from the fact that few organizations are truly on the same page in the first place about what their specific business requirements are. In the best case, they accept a vendor-led value engineering sales methodology that will identify specific ROI factors, KPIs, and so on, that the solution will impact — and that ideally will be measured post implementation.
Jason Busch explains why you should own the technology shortlisting and selection process at the start to avoid the potential of having a third-party’s want seem like a need.
