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Services
Acquisition Strategies
The basis for all acquisition strategies is supported by the EBA
methodology of “Economic Business Alignment.” Over the years it has
become apparent that companies do not derive immediate benefit from the
implementation of software and service projects until someone is either
directly generating revenue or reducing costs. This may require time to
implement, deploy or modify existing systems and procedures before any
value is created by the new system. Often software and service providers
may require payment up front with the shipment of product or the
delivery of services.
Additionally, these types of business decisions may be delayed or scaled
down based upon limited capital dollars available to move forward with
these initiatives. This may hurt the customer in the long run from
meeting critical business objectives or positioning itself to be
competitive. EBA Acquisition Strategies are designed to move the
customer to execute the Vendor’s Value Proposition now.
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Determining Capital versus Operating Budgets for acquisition criteria
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Designing “Self Funding” Strategies
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Designing Competitive Replacement Strategies
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Special Incentive Programs for new accounts
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Installed Base programs for migration and conversion strategies
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Municipal Strategies to satisfy “Non Appropriation Language”
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Federal Programs using existing GSA schedules
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Customized Acquisition Structures for Specialized Vertical Markets
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Customized “Talking Models” to demonstrate Term Based Selling
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Integration of vendor’s value proposition into EBA’s Models to reflect
cash flow positive strategies
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Allow vendors to play “what if’ scenarios with pricing or retreat
strategies
Let EBA assist you in
selling your customer what he needs in the way of product and services,
not what he can afford.
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