Making an enterprise data shortlist requires more than a persuasive product demonstration. Buyers want evidence that the vendor understands the business problem, can operate within the existing environment and will reduce rather than add implementation and governance risk.

The proof buyers look for

• Clear relevance to a defined business and data priority.
• Comparable enterprise outcomes and credible references.
• Integration, security and governance fit.
• A realistic implementation and adoption model.
• Commercial value that can be explained beyond the data team.

The commercial implication

Shortlists favour vendors that remove uncertainty. The more of the buyer’s internal questions a supplier can answer before procurement formalises the process, the easier it becomes for an internal sponsor to keep that vendor in contention.

Our buyer intelligence is informed by ongoing conversations with senior enterprise leaders through roundtables and leadership communities.