{"id":47250,"date":"2026-08-11T21:27:38","date_gmt":"2026-08-11T21:27:38","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47250"},"modified":"2026-08-11T21:27:38","modified_gmt":"2026-08-11T21:27:38","slug":"why-risk-trying-another-vendorthe-advantages-of-the-incumbent-vendor-part-5","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/why-risk-trying-another-vendorthe-advantages-of-the-incumbent-vendor-part-5\/","title":{"rendered":"Why Risk Trying Another Vendor?The Advantages of the Incumbent Vendor \u2013 Part 5"},"content":{"rendered":"

There is risk associated with anything new.<\/p>\n

As consumers, we tend to repeat purchasing from vendors who deliver sufficiently on their goods, expected capabilities, and associated promises.<\/p>\n

Why take the risk of trying another vendor?<\/p>\n

It is only when we have a bad<\/em> experience that we consider changing (and many people still<\/em> won\u2019t change \u2013it\u2019s the hell that they know!).<\/p>\n

A similar situation exists in business with software purchases.<\/p>\n

If you have had a good experience with one vendor, you\u2019ll preferentially return to that vendor for other offerings or more licenses (upsell and expansion),because the perceived risk is lower.<\/p>\n

This is true even if a competitor\u2019s offering appears to be \u201cbetter.\u201d<\/p>\n

Example?<\/p>\n

For a period of about 1000 years (plus or minus a few), there was a famous expression,<\/p>\n

\u201cNo one ever got fired for buying IBM\u2026\u201d<\/p>\n

It is much less risky to stay with the current, well-characterized vendor and their products than to move to a new, unknown provider.<\/p>\n

Returning to our mountain climbing analogy, why would you engage a new, untested expedition company when you know and are comfortable with how your current guide-company performs?<\/p>\n

Why take the risk?<\/p>\n

As the incumbent vendor, you can take advantage of this risk by calling it out, when appropriate.<\/p>\n

If your customer begins to explore alternative vendors, gently (but firmly) remind them that you are a known quantity, whereas other vendors represent significant, unquantified risks!<\/p>\n

 <\/p>\n

Resources:<\/p>\n

Parts 1, 2, 3, and 4<\/p>\n

https:\/\/greatdemo.com\/blog\/<\/a><\/p>\n

Doing Discovery<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

There is risk associated with anything new. As consumers, we tend to repeat purchasing from vendors who deliver sufficiently on their goods, expected capabilities,<\/p>\n","protected":false},"author":2,"featured_media":47248,"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 center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[7],"class_list":["post-47250","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47250","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=47250"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47250\/revisions"}],"predecessor-version":[{"id":47252,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47250\/revisions\/47252"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=47250"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=47250"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=47250"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}