{"id":47292,"date":"2026-08-13T15:37:52","date_gmt":"2026-08-13T15:37:52","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47292"},"modified":"2026-08-13T15:37:52","modified_gmt":"2026-08-13T15:37:52","slug":"the-value-of-relationships-and-social-capital-advantages-of-the-incumbent-vendor-part-7","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-value-of-relationships-and-social-capital-advantages-of-the-incumbent-vendor-part-7\/","title":{"rendered":"The Value of Relationships and Social Capital: Advantages of the Incumbent Vendor \u2013 Part 7"},"content":{"rendered":"

El capital social es otra \u00e1rea de ventaja para el proveedor tradicional. Como proveedor consolidado, no cabe duda de que ha establecido y cultivado relaciones con importantes actores del cliente, incluidos campeones, directivos, usuarios clave, administradores de sistemas, etc., as\u00ed como relaciones con los departamentos de Compras, Jur\u00eddico, Contabilidad, TI, Privacidad de Datos, Seguridad y otros.<\/p>\n

Ha desarrollado buenas relaciones de trabajo. Los equipos del proveedor y del cliente han establecido procesos de comunicaci\u00f3n e interacci\u00f3n c\u00f3modos y familiares para ambas partes. El equipo de implantaci\u00f3n y el del cliente han compartido y superado juntos los retos a los que se enfrentaban, y los responsables del \u00e9xito del cliente han establecido una buena relaci\u00f3n con los usuarios y directivos clave.<\/p>\n

Se trata de un valioso capital social que usted ha establecido, en contraste con su competencia, que tendr\u00eda que desarrollar estos activos por separado. Y aunque los vendedores de la competencia sean conocidos por su cliente, no se han ganado la confianza y credibilidad que usted ha generado a trav\u00e9s de un exitoso proceso de implantaci\u00f3n y la consiguiente realizaci\u00f3n de valor.<\/p>\n

Usted es el proveedor de confianza. Refu\u00e9rcelo cuando le aceche la competencia y cuando hable de renovaciones, ampliaciones y otras oportunidades de venta.<\/p>\n

Cuando has completado con \u00e9xito una escalada de monta\u00f1a dif\u00edcil pero satisfactoria con una empresa de expediciones, \u00bfno preferir\u00edas trabajar con esa misma organizaci\u00f3n cuando te plantees una nueva aventura? Conocen sus gustos gastron\u00f3micos, sus preferencias, su nivel de resistencia, sus alergias; se han re\u00eddo de sus chistes y han escuchado con aprecio sus historias de viaje. \u00a1Es una relaci\u00f3n c\u00f3moda!<\/p>\n

 <\/p>\n

Resources:<\/p>\n

Parts 1, 2, 3, 4, 5, and 6<\/p>\n

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

Descubrimiento<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

Social capital is another area of advantage for the incumbent vendor. As the entrenched vendor, you have undoubtedly established and grown relationships with important<\/p>","protected":false},"author":2,"featured_media":47293,"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-47292","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47292","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=47292"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47292\/revisions"}],"predecessor-version":[{"id":47294,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47292\/revisions\/47294"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47293"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47292"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47292"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47292"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}