Over 40% of the organizations in the Enterprise Market do not operate on a January-December fiscal calendar. In addition, these mega organizations have clearly defined budget procedures and very specific times when they negotiate, set and spend their annual budgets.

This Means:

• To be included in Microsoft’s annual budget – you should meet with them in or before March.
• To be included in Costco’s annual budget meet with them by May, Hewlett-Packard by July and Fed-Ex by February.

Solution:

To insure salespeople do not miss any of these important dates, every month we send an update on the internal budgeting activities for each of your major accounts.

• Missing just one of these deadlines or activities can be the difference between having millions pre-allocated to your company’s products for the next 12 months or having to fight other groups and other competing products for access to the “limited” money that companies put into their general budgets.