Buyer Vampires think price equals cost. Executives know price equals investment.
“It’s unusual that a single person is going to be the person who is going to make the final decision unless it’s a small, or reasonably small, purchase.
A good benchmark is $10,000/year or $1,000/month. These are purchases that often can be made with corporate credit cards or paid with local budgets. But, even then, unless the buyer is a compilation of all the buyers—the Economic Buyer, the Technical Buyer, and the User Buyer—there’s probably going to be someone else involved with the purchasing decision, even if it’s only as an advisor to the purchase or that person’s manager who would need to approve the expense report where the purchase will eventually show up”
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