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Criteria for Selecting Vendors

By Lawrence Walsh  |  Posted 2007-11-02 Print this article Print

Companies with under 1,000 employees spent nearly $200 billion on IT goods and services in 2007, and are rapidly adopting technology previously reserved for enterprises to grow their businesses.

SMBs Criteria for Selecting Vendors

The following is how SMBs rank the criteria for selecting technology vendors and how they rate those vendors on meeting these criteria.

Selecting vendorsSelection CriteriaImprovement Needed
Competitive pricing 94%67%
Delivers as promised 91% 47%
Quality installation 87%48%
Knowledgeable personnel 81% 48%
Post-sales support 79%47%
Scalable products 78% 42%
Understands SMB needs 74%49%
Pricing flexibility 68% 45%
Offers variety of solutions 64%37%
Offers variety of solutions 64% 37%
Custom solutions 63%41%
Proactive support 59% 38%
Provides training 57%35%
Known brand/market leader 56% n/a
Recommended by colleagues 53%n/a

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis EnterpriseÔÇÖs Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP TechnologyÔÇÖs VARBusiness and GovernmentVAR magazines, and TechTargetÔÇÖs Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.
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