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Summary
The buyer who does the homework wins the negotiation. That is JB Snodgrass's case as Automox's VP of Procurement: research the tool and its competitors on Reddit, G2, and YouTube before you take a demo, then treat every purchase as a competitive evaluation rather than a foregone conclusion. He pushes teams to engage procurement four to five months ahead of a renewal, and nearly a year ahead for a CRM, business intelligence engine, or conversation intelligence platform. Starting that early keeps the negotiation credible and stops the supplier from assuming they already have you. His closing rule: you don't get what you deserve, you get what you negotiate.
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