Various challenges complicate the process of researching, evaluating, purchasing, and deploying integrated solutions from strategic vendor partners. Research by TechTarget’s Enterprise Strategy Group found that current users encounter unique challenges in each stage—and for each stage, only about one-fifth of survey respondents said they didn’t experience any challenges. The often self-guided education that occurs during the research stage of the buyer’s journey is critical not only for solution selection, but also for project success and follow-on investments with the providers of the integrated solution. Buyers need to push solution vendors to address common challenges, while partnering vendors must take a unified approach in doing so.
