{"id":458,"date":"2016-03-01T19:54:00","date_gmt":"2016-03-01T19:54:00","guid":{"rendered":"https:\/\/mattersgraph.com\/?post_type=insight&p=458"},"modified":"2026-04-08T19:33:13","modified_gmt":"2026-04-08T19:33:13","slug":"in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position","status":"publish","type":"insight","link":"https:\/\/mattersgraph.com\/es\/insights\/in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position\/","title":{"rendered":"001: En la diligencia debida, la competencia entre prioridades presupuestarias contrapuestas puede ser m\u00e1s importante que la posici\u00f3n competitiva."},"content":{"rendered":"

Muchas fusiones y adquisiciones resultan atractivas porque la empresa adquirida puede captar la atenci\u00f3n y entusiasmar a los clientes con nuevas tecnolog\u00edas y una propuesta de valor mejorada. Por supuesto, la promesa de una propuesta de valor atractiva e innovadora puede motivar a los clientes a cambiar de proveedor, o incluso a crear una nueva partida de gasto; en ambos casos, esto representa una excelente oportunidad de crecimiento para la empresa adquirida.<\/p>\n\n

El diligencia debida comercial<\/a> En estos casos, la situaci\u00f3n puede ser m\u00e1s compleja de lo que muchos creen. Demasiados an\u00e1lisis de viabilidad se realizan midiendo el entusiasmo (por una soluci\u00f3n) de forma aislada. A veces, esto sucede porque el profesional encargado de la viabilidad est\u00e1 entusiasmado y ansioso por promocionar la soluci\u00f3n. Otras veces, sucede porque limita su alcance al comprador o al usuario, sin tener en cuenta a otros miembros de la organizaci\u00f3n del cliente.<\/p><\/div>\n\n

\n\n

Enfoque de la Voz del Cliente aislado (y defectuoso)<\/span><\/h2>\n\n
    \n
  • \u201c\u00bfLe gustar\u00eda una soluci\u00f3n que\u2026?\u201d<\/em><\/li>\n\n\n\n
  • \u201c\u00bfQu\u00e9 tan interesado cree que estar\u00eda en actualizar a\u2026?\u201d<\/em><\/li>\n\n\n\n
  • \u201c\u00bfQu\u00e9 tan significativa ser\u00eda la mejora de la productividad para la organizaci\u00f3n\u2026?\u201d<\/em><\/li>\n<\/ul>\n\n

    Enfoque comparativo (y m\u00e1s eficaz)<\/span><\/h2>\n\n
      \n
    • \u201cTeniendo en cuenta las prioridades de gasto contrapuestas, \u00bfqu\u00e9 inter\u00e9s tiene su empresa en actualizarse a\u2026?\u201d<\/em><\/li>\n\n\n\n
    • \u201c\u00bfHay otras inversiones o mejoras significativas que la empresa est\u00e9 considerando realizar? \u00bfC\u00f3mo se comparan (desde una perspectiva de costo y valor)? \u00bfY desde una perspectiva de consenso en la toma de decisiones?;\u201d<\/em> y<\/li>\n\n\n\n
    • \u201c\u00bfCrees que el departamento XYZ puede gestionar dos cambios importantes en un a\u00f1o?\u201d;\u201d<\/em> etc.<\/li>\n<\/ul>\n\n

      Al realizar una debida diligencia de esta naturaleza, no podemos olvidar que la competencia por el gasto no se limita a los proveedores, sino que tambi\u00e9n se da entre diferentes categor\u00edas de gasto. La empresa objetivo no solo compite por el presupuesto, sino tambi\u00e9n por el tiempo y la atenci\u00f3n, y debe afrontar los costes de cambio. Esto es especialmente cierto dado el impacto que la tecnolog\u00eda y la innovaci\u00f3n tienen hoy en d\u00eda en tantas categor\u00edas de gasto. La propia organizaci\u00f3n cliente puede estar entusiasmada con muchas oportunidades, pero normalmente tiene capacidad para absorber mucho menos: \u201cNos encantar\u00eda actualizar nuestro sistema de producci\u00f3n ahora mismo y mi jefe lleva nueve meses intentando justificarlo, pero, al parecer, existen normativas que obligan al departamento de atenci\u00f3n al cliente a realizar una actualizaci\u00f3n importante de nuestro sistema de punto de venta, y eso est\u00e1 acaparando toda la atenci\u00f3n del departamento de TI\u201d.\u201d<\/p>\n\n

      Muchos proyectos de an\u00e1lisis exhaustivo y proyecciones de curvas de adopci\u00f3n no logran medir adecuadamente estas otras formas cr\u00edticas de competencia. Si lo tiene en cuenta, podr\u00e1 evitar el mismo error y planificar en funci\u00f3n de una realidad m\u00e1s precisa (y desarrollar estrategias para abordar mejor los obst\u00e1culos que enfrentan los clientes).<\/p>","protected":false},"excerpt":{"rendered":"

      Muchas fusiones y adquisiciones resultan atractivas porque la empresa adquirida puede captar la atenci\u00f3n y entusiasmar a los clientes con nuevas tecnolog\u00edas y una propuesta de valor mejorada. Por supuesto, la promesa de\u2026<\/p>","protected":false},"author":[39],"featured_media":0,"template":"","meta":{"featured_image_background_position":"","promoted":false,"promoted-priority":0,"footnotes":""},"sector":[],"topic":[45,53,50,52,51],"audience":[],"insight-category":[137],"class_list":["post-458","insight","type-insight","status-publish","hentry","topic-adoption","topic-best-practices","topic-growth-rates","topic-switching-costs","topic-value-proposition","insight-category-switching-costs","author-mark-stein"],"yoast_head":"\n001: In Diligence, Competition Between Competing Budget Priorities can be more Important than Competitive Position - Matters Graph<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mattersgraph.com\/es\/insights\/in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position\/\" \/>\n<meta property=\"og:locale\" content=\"es_MX\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"001: In Diligence, Competition Between Competing Budget Priorities can be more Important than Competitive Position - Matters Graph\" \/>\n<meta property=\"og:description\" content=\"Many M&A deals are attractive because the acquisition target company can turn heads and get customers excited about new technology and an enhanced value proposition. 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