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Conclusion: A foundation for virtually all IT vendors is to work to position themselves as a ‘leader’. This might be for a specific set of products, solutions or services.

IBRS client inquiries often include the question: “Which vendor is the leader for a specific solution?” This suggests that if a vendor may be perceived to be the leader then they may also be the best solution. Yet it is not unusual that several competing vendors all have statements or references that point to them being a leader.

Being a leader can mean many different things in terms of competing vendors, and can also be fluid as vendors are always working to improve their offerings and grow their businesses. Buyers need to understand exactly what is meant if a vendor is called a leader and recognise that this is only one factor to consider when deciding which solutions or vendors will best serve their specific needs and for their specific environment.

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