TECH BUYER Dec 2019 - IDC Perspective - Doc # US45706419

Vendor Experience: The Next Frontier for Successful Long-Term Business Relationships

By: Aaron PolikaitisVice President of Research, Vendor Sourcing and Management


This IDC Perspective describes criteria for choosing vendors that are easy to do business with.

A vendor's ability to meet technical requirements remains the number 1 most important selection criterion, according to the CIOs responding to surveys conducted by IDC. Nevertheless, being easy to work with is a close second according to the same survey data. Unfortunately, based on current vendor selection processes, cultural fit and ease of doing business are barely factored into the selection criteria; the result — cultural misalignment and fractured business relationships.

"Cultural alignment between a vendor and customer is a critical factor driving productive business relationships and must be a critical aspect of the selection process," says Aaron Polikaitis, vice president, IDC IT Executive Programs.



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