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Benchmark the Deal, Not Just the Price
A supplier discount or individual price point is not the same thing as a market benchmark. In complex enterprise technology deals, a proposal can look competitive on the surface, but major cost, commitment, flexibility, and contract risks are often left untouched. Enterprise customers need to understand not only whether the price is competitive, but whether the overall deal will hold up over time.
In this 11-minute episode of Staying Connected, Tony Mangino is joined by TC2’s Larry York to discuss benchmarking as a strategic capability – not just a pricing exercise. Tony and Larry explore how market intelligence can help enterprise customers evaluate supplier proposals, identify hidden risks, align stakeholders, and negotiate from a position of strength.
If you would like to learn more about our experience in this space, please visit our Benchmarking webpage.
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