unseat an incumbent solution provider, and if it could be done proactively and provocatively.
- 42% - Case for Change, where the new vendor demonstrated a business case for change
- 41% - Unrealized ROI, where the existing vendor did not deliver the knowledge or training to realize the value in the solution
- 38% - Superior Knowledge, where the new vendor demonstrated a better understanding of the customer's company and industry
- 27% - Thought Leadership - where market research demonstrated a change in business landscape.