Selling to Procurement: The New Normal

Commoditization is accelerating at an alarming rate and increasingly with differentiated high-value products and services. 

Commoditization means that while these offerings may be more valuable than competitive offerings, there is a strong tendency for suppliers to compete on price.  Recent work in medical devices, insurance, financial services, IT services, and professional services has shown that most suppliers in these industries struggle with increasing price competition. In many cases, discounting, combined with the high costs of R&D, supply, service, and support, leaves little left over for the most important indicator of business success: profits.

Download our whitepaper now and see how to to build a winning position selling to procurement the new normal.