I’m sure you realize that a purchasing decision is a change management problem. We will never, ever know what’s going on in a buyer’s environment that is behind-the-scenes, and influencing the decisions that get made to make a purchase or remain with the status quo.
And once the solution gets chosen, all of the people involved have to buy-in to learning or doing or adding something new. Unfortunately, the process doesn’t work so well in many instances. Have a look at what Dilbert has to say about it. Read it and weep, as they say.
I can’t wait til Dilbert learns Buying Facilitation™ so he won’t have this problem any more. Until then, we can laugh with him.