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Zbigniew Smierzchala

Zbigniew Smierzchala
Zbigniew Smierzchala is a seasoned Go-to-Market expert and digital transformation strategist. He has 25 years’ experience in international business development, channel management, enterprise sales and corporate strategy. Before joining Hewlett-Packard, he worked for Kodak Eastman Software, EASY Software and Xerox.

Recent Posts

Customers tell you what they want, but are you paying attention?

[fa icon="calendar'] 11-Feb-2020 15:48:49 / by Zbigniew Smierzchala posted in Selling Technology Solutions, Buyers journey, Sales Software, solution selling, Product Strategy, Product Management, bid management, RFP insights, market insights

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  • RFPs are a great source of information about customers` objectives, providing insight on the decision process and clearly outlining customers needs and requirements
  • Applying resources to capture and analyze RFP data can reap big benefits, providing valuable insights for marketing and product management and improving future RFP win rates for your sales teams

Unlike consumers who typically have a less structured approach to purchases, enterprises and public sector organizations explicitly and publicly document their "wants" and requirements through Requests for Proposals (RFPs) and other forms of requests to tender. [1]

RFPs are structured methods for public and non-public organizations to receive competitive bids for needed products and services and thus every month, thousands of RFPs are posted on the internet and /or send directly to selected vendors. The RFP process is meant to bring structure and transparency to the procurement decision, while reducing risk through open requirements and discussion.

Sales personnel and bid management teams spend a considerable amount of effort in answering customer questions and preparing an offer. However what happens after the sales team completes the RFP? Too often, not much, as sales and bid teams turn their focus to the next RFP.

RFPs are a great source of information about a customer’s objectives, their evaluation and decision process, and the customer’s needs and requirements – providing you with Voice of the Customer (VoC ) insight [2] .

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Where to look for differentiation in the crowded (IT) market

[fa icon="calendar'] 05-Feb-2020 14:13:36 / by Zbigniew Smierzchala posted in Selling Technology Solutions, Marketing Metrics, Sales Software, solution selling, Differentiation, Product Strategy, Product Management

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Summary

In mature markets, differentiation on a product level is not easy to achieve. However, there is a lot of differentiation potential in the context of how you engage with your customers, in the ability to build relationships and evaluate customer needs, and finally in how you combine and deliver products and services to develop a solution which addresses customer needs and delivers the expected business outcomes.

 

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How to build a business plan for a successful partnership

[fa icon="calendar'] 28-Jan-2020 08:23:00 / by Zbigniew Smierzchala posted in Customer Journey, Technology Selling, Strategy, Sales Software, Partnership, solution selling

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How to build a business plan as a foundation for a successful partnership -  a quick guide for software vendors

 A strong business plan is key for a successful partnership between independent software vendors (further: ISVs) and their partners: re-sellers and service partners such as Value-Added Resellers (VARs), Technology-, OEM Partners, or other ISVs that build solutions on top of, or integrate with the vendor’s platform.  The time spent on developing the joint business plan is a great investment which lays the foundation for a lasting and successful relationship. The business plan helps to clarify if the collaboration creates the necessary win-win-win situation for customers, for the vendor and for the partner based on a unique and differentiated value proposition generated by the cooperation..

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