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Buyer's Forum

  • March 06, 2014
  • 8:00 AM - 3:00 PM
  • College of the Holy Cross, Hogan Center, 1 College Street, Worcester, MA 01610


  • Open to members and non-members at your institution

Registration is closed
Please join us at the 2014 Buyer's Forum at College of the Holy Cross in Worcester! 

This year, our workshop instructor and facilitator are Robin Kostin, Managing Partner and her colleague Chris Maeder from ClearEdge Partners, Inc . from Newton Upper Falls, MA 02464


08:30-09:00 AM       Arrival & Registration


09:00-09:15 AM       Welcome & review of today’s meeting


09:15-10:15 AM       Workshop 1: The Compelling Event!



Instructor: Chris Maeder, ClearEdge Partners

A compelling event has an economic owner, a defined date and is a direct response to a business pressure. The action is expected to deliver a significant business result (either improving opportunity/capability or reducing pain). The compelling event defines the reason for the economic owner to act. The compelling event, or its absence, is a strong leading indicator for the probability of success regarding the opportunity.           

For a supplier, knowing a Buyer’s compelling event is critical. Why? Because this is the real reason the Buyer is buying. Compelling events are the engine of the Buyer Process.          

This workshop explores what happens when sales teams gain clear insight early in the buying process and what steps buyers must take to anticipate and counter these efforts in order to develop a cohesive messaging plan.                              
10:15-10:30 AM       Break


10:30-12:00 PM       Workshop 2: Business As Usual?



Instructor: Robin Kostin, ClearEdge Partners

Enterprise software agreements are, typically, structured purchasing plans with committed payments spread out over several years.  This presents a unique set of challenges for both buyers and suppliers that have both shared and conflicting motivations. There is a tightly aligned sales campaign directed at maximizing the perceived value of their solution early in their campaign long-before professional buyers are engaged.  The goal of the supplier’s sales team is to uncover all critical information surrounding the deal, especially the valuation logic and deployment assumptions driving the ROI in the buyer’s business models that sales teams strive to create.  The key to successfully executing a complex multi-year agreement requires organizational alignment in order to shield the critical information that sales teams can use as negotiating leverage to justify their inflated deployment and pricing models.

Throughout this Enterprise Software Workshop attendees will experience the contributing factors that determine buyer pricing levels and what levers buyers can use to secure maximum value without sacrificing service levels, decreased demand, or adversely affecting supplier relationships. 


12:15-01:00 PM       Lunch


01:00-02:30 PM       Workshop MindXchange (round table)


02:30-03:00 PM       NAEB NE board update & 2014 schedule


03:00 PM                   Forum adjourns

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