// account strategy

Source: Hakan⚡The CS Café

Enterprise customers now conduct vendor evaluations in stealth mode—mapping requirements, testing alternatives, and building internal business cases before alerting their incumbent vendor. This inverts the traditional sales cycle: the customer arrives largely decided, so your influence window narrows to the scoping phase rather than the pitch. Competitive advantage accrues to vendors embedded enough to detect the evaluation early rather than responding to an RFP.