{"id":47235,"date":"2026-08-06T16:03:20","date_gmt":"2026-08-06T16:03:20","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47235"},"modified":"2026-08-06T16:03:20","modified_gmt":"2026-08-06T16:03:20","slug":"the-advantages-of-the-incumbent-vendor-part-3-leveraging-the-investment","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-advantages-of-the-incumbent-vendor-part-3-leveraging-the-investment\/","title":{"rendered":"The Advantages of the Incumbent Vendor \u2013 Part 3: Leveraging the Investment!"},"content":{"rendered":"<p>Once your solution is in production use, the appetite for your customer to repeat their selection and implementation experiences (see Parts 1 and 2) is typically very low. Reinforce and leverage this! During renewal and expansion discussions, remind your customer that all of these steps are <em>ya est\u00e1 hecho<\/em> (y no tienen que duplicarse, como ser\u00eda el caso de un nuevo proveedor).<\/p>\n<p>Su cliente no tiene que volver a escalar esa monta\u00f1a; no tiene que enfrentarse a vientos helados y a la falta de ox\u00edgeno (en forma de insoportables presentaciones, demostraciones y otras actividades de los vendedores). Puede disfrutar de las recompensas de ese viaje sin volver a experimentar el dolor.<\/p>\n<p>Adem\u00e1s, cualquier competidor que intente desplazarle ni siquiera ha definido una <em>plan<\/em> para su expedici\u00f3n propuesta, en lo que respecta a su cliente. Se encuentra en una posici\u00f3n competitiva ventajosa.<\/p>\n<p><strong>Advertencias importantes<\/strong><\/p>\n<p>Sin embargo, aqu\u00ed hay supuestos muy importantes para que lo anterior siga siendo cierto:<\/p>\n<ol>\n<li>Su cliente ha alcanzado sus Eventos de Realizaci\u00f3n del Valor y est\u00e1 siguiendo bien el camino hacia el ROI completo o ya lo ha alcanzado (v\u00e9ase la p\u00e1gina 110 de la versi\u00f3n en r\u00fastica de <a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/ref=sr_1_1?crid=1U8XAZMG8HBYK&amp;keywords=doing+discovery&amp;qid=1659904849&amp;s=books&amp;sprefix=doing+discovery%2Cstripbooks%2C216&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\"><em>Descubrimiento<\/em><\/a> para m\u00e1s informaci\u00f3n sobre los Eventos de Realizaci\u00f3n de Valor).<\/li>\n<li>Tiene reuniones peri\u00f3dicas con su cliente a trav\u00e9s de los equipos de gesti\u00f3n de cuentas y\/o de \u00e9xito del cliente, de modo que est\u00e1 al tanto de cualquier problema al que se enfrente su cliente con su producto o implementaci\u00f3n (y tiene planes concretos para abordarlos).<\/li>\n<li>Discute regularmente las hojas de ruta de productos con su cliente para adelantarse a las ofertas y capacidades \"nuevas y mejoradas\" de la competencia. Su objetivo es ir \"por delante\" de la competencia en cuanto a funcionalidad, o minimizar cualquier diferencia negativa percibida entre su oferta y la de los competidores.<\/li>\n<\/ol>\n<p>Los debates sobre la hoja de ruta tambi\u00e9n son una oportunidad para vincular m\u00e1s estrechamente a su cliente con usted, d\u00e1ndole m\u00e1s \"peso\" en los procesos de definici\u00f3n, priorizaci\u00f3n, calendario e implantaci\u00f3n de caracter\u00edsticas\/funciones. Las interacciones con empresas colegas en las reuniones de grupos de usuarios ayudan a reforzar este aspecto.<\/p>\n<p>En nuestra analog\u00eda de la expedici\u00f3n, este \u00faltimo punto es similar a discutir <em>futuro<\/em> excursiones, animando a su cliente a participar en las decisiones sobre los destinos deseados, las rutas, las distancias diarias de viaje, las opciones de comida y bebida, y los arreglos para dormir. Cada vez se sienten m\u00e1s part\u00edcipes del proceso y de los resultados.<\/p>\n<p>&nbsp;<\/p>\n<p>Resources:<\/p>\n<p>Parts 1 and 2<\/p>\n<p><a href=\"https:\/\/greatdemo.com\/es\/blog\/\">https:\/\/greatdemo.com\/blog\/<\/a><\/p>\n<p>El incre\u00edble valor de los eventos de creaci\u00f3n de valor<\/p>\n<p><a href=\"https:\/\/greatdemo.com\/es\/el-increible-valor-de-los-eventos-de-realizacion-de-valor\/\">https:\/\/greatdemo.com\/the-incredible-value-of-value-realization-events\/<\/a><\/p>\n<p>Descubrimiento<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>Once your solution is in production use, the appetite for your customer to repeat their selection and implementation experiences (see Parts 1 and 2)<\/p>","protected":false},"author":2,"featured_media":47234,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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