Attending vendor conferences is an excellent opportunity to explore potential software vendors, network with industry professionals, and gain valuable insights for your business. However, it’s easy to get overwhelmed or distracted in such dynamic environments. Recently, Eric Kimberling, CEO of Third Stage Consulting, sat down with Bonnie Tinder, founder of Raven Intel, at a vendor conference to discuss the top five things you should not do at these events—and what you should do instead.
1. Don’t Get Enamored by the Flashiest Vendor
Avoid Being Swayed by Glitz and Glamour
Conferences often feature vendors with flashy booths, live music, and enticing giveaways. While it’s tempting to gravitate towards the loudest or most entertaining exhibitors, this can cloud your judgment.
What You Should Do Instead:
- Look Beyond the Surface: Focus on the substance of what each vendor offers rather than their marketing flair.
- Explore a Variety of Partners: Don’t limit yourself to big-name brands. Smaller or lesser-known vendors may offer solutions that are a better fit for your needs.
“It’s easy to get distracted with all of the lights and fun things going on,” Bonnie explains. “You want to make sure you’re looking at a wide variety of partners, not just relying on those with big brand names or big budgets.”
2. Don’t Stick Exclusively with Familiar Partners
Expand Your Horizons Beyond Previous Relationships
While it’s natural to consider partners you’ve worked with before due to established trust, relying solely on them might cause you to miss out on better opportunities.
What You Should Do Instead:
- Consider Multiple Bids: Open up the selection process to include both global systems integrators (GSIs) and independent or boutique firms.
- Assess Specializations: Smaller firms often offer deep specialization and personalized service that larger firms may lack.
“Don’t not consider other alternatives just because you had a partner that did an implementation of a different product for you,” Bonnie advises. “Get multiple bids and consider multiple types of partners.”
3. Don’t Only Talk to Vendors and Salespeople
Seek Insights from Actual Customers
Limiting your conversations to vendors and their sales teams can give you a skewed perspective.
What You Should Do Instead:
- Engage with Other Customers: Use networking opportunities to speak with current users of the software.
- Gather Unfiltered Feedback: Look for candid opinions and real-life use cases to understand the strengths and weaknesses of a solution.
“Use the opportunity to talk with other customers about their experience,” says Bonnie. “Don’t limit your conversations to the references given to you by salespeople.”
4. Don’t Rush the Selection and Implementation Process
Avoid the Temptation to Speed Through Crucial Phases
In the rush to go live, some organizations cut corners in the selection and implementation processes, leading to costly rework later.
What You Should Do Instead:
- Take Your Time: Ensure a thorough evaluation of potential solutions and implementation partners.
- Plan Carefully: Understand the gaps and risks associated with each option to make informed decisions.
“Don’t shortchange having a solid, quality implementation to have a quick go-live,” Bonnie cautions. “There’s so much rework that’s done after the fact when you rush through an implementation.”
5. Don’t Wait to Choose Your Implementation Partner
Align Software and Partner Selection Processes
Delaying the selection of an implementation partner until after choosing your software can create unnecessary delays and misalignments.
What You Should Do Instead:
- Parallel Selection: Start evaluating implementation partners at the same time as software vendors.
- Unified Approach: Ensure that both your software choice and implementation plan are aligned from the outset.
“You really need to start the partner selection process at the same time as you’re doing your software selection,” Bonnie emphasizes. “Waiting till the very end will just delay the process.”
Conclusion: Maximize Your Conference Experience
Vendor conferences are rich with opportunities, but avoiding these common pitfalls can make the difference between a successful selection and a regrettable investment. By keeping these insights in mind, you can make more informed decisions that align with your organization’s needs and long-term goals.
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