N-BAN and the IT Pricing Game

Capture Value by Playing Early and Long-Term

The large IT suppliers and their customers are engaged in a strategic battle over IT budget dollars. The playing field for this value-based IT pricing game is known by the acronym N-BAN, and it has four stages, Needs Analysis, Budget, Agenda-Setting and Negotiation.

Suppliers win by playing early. Sales teams who face uncertainty cannot defeat professional buyers at the negotiating table. That’s why they strive to lock in their leverage at the earliest stage, divide the business, IT and Sourcing and avoid battles over pricing and terms.

Customers who pay higher prices don’t lose at the negotiation table.  They lose by playing too late in the pricing game.

ClearEdge gives you a new and powerful weapon to level the N-BAN playing field on today's deals and long term. By improving alignment and execution against these sales strategies, our clients are achieving stronger value and pricing performance across the major IT solution categories, and reported over $200 million in cost savings last year.

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