{"id":458,"date":"2016-03-01T19:54:00","date_gmt":"2016-03-01T19:54:00","guid":{"rendered":"https:\/\/mattersgraph.com\/?post_type=insight&#038;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\/fr\/insights\/in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position\/","title":{"rendered":"001\u00a0: Dans le cadre d\u2019une analyse approfondie, la concurrence entre les priorit\u00e9s budg\u00e9taires concurrentes peut s\u2019av\u00e9rer plus importante que la position concurrentielle."},"content":{"rendered":"<div  class=\"theme-block wp-block-group is-style-pull-left is-layout-flow wp-block-group-is-layout-flow\" ><p  class=\"appear-on-scroll is-style-intro wp-block-paragraph\" >De nombreuses op\u00e9rations de fusions-acquisitions sont attrayantes car l&#039;entreprise cible peut susciter l&#039;int\u00e9r\u00eat et enthousiasmer les clients gr\u00e2ce \u00e0 une nouvelle technologie et une proposition de valeur am\u00e9lior\u00e9e. Bien entendu, la promesse d&#039;une proposition de valeur attractive et novatrice peut inciter les clients \u00e0 changer de fournisseur, voire \u00e0 cr\u00e9er un nouveau poste de d\u00e9penses\u00a0; dans les deux cas, cela offre \u00e0 l&#039;entreprise cible une formidable opportunit\u00e9 de croissance.<\/p>\n\n<p  class=\"appear-on-scroll is-style-default wp-block-paragraph\" >Le&nbsp;<a href=\"https:\/\/mattersgraph.com\/fr\/principal-investors\/commercial-due-diligence\/\">diligence raisonnable commerciale<\/a>&nbsp;Dans ces cas-l\u00e0, la situation peut s&#039;av\u00e9rer plus complexe qu&#039;on ne le pense. Trop souvent, les analyses pr\u00e9alables sont men\u00e9es en mesurant l&#039;enthousiasme (pour une solution) de mani\u00e8re isol\u00e9e. Cela arrive parfois parce que le professionnel charg\u00e9 de l&#039;analyse pr\u00e9alable est trop enthousiaste et d\u00e9sireux de promouvoir la solution. Parfois, cela arrive parce qu&#039;il limite ses efforts \u00e0 l&#039;acheteur ou \u00e0 l&#039;utilisateur final, sans prendre en compte les autres membres de l&#039;organisation cliente.<\/p><\/div>\n\n<hr  class=\"appear-on-scroll wp-block-separator has-alpha-channel-opacity\" \/>\n\n<h2  class=\"appear-on-scroll wp-block-heading\" ><span class=\"text\">Approche cloisonn\u00e9e (et imparfaite) de la voix du client<\/span><\/h2>\n\n<ul  class=\"appear-on-scroll-children wp-block-list\" >\n<li><em>\u201c Souhaiteriez-vous une solution qui\u2026 ? \u201d<\/em><\/li>\n\n\n\n<li><em>\u201c Dans quelle mesure seriez-vous int\u00e9ress\u00e9 par une mise \u00e0 niveau vers\u2026 ? \u201d<\/em><\/li>\n\n\n\n<li><em>\u201c Quelle importance aurait cette am\u00e9lioration de la productivit\u00e9 pour l\u2019organisation\u2026 ? \u201d<\/em><\/li>\n<\/ul>\n\n<h2  class=\"appear-on-scroll wp-block-heading\" ><span class=\"text\">Approche comparative (et plus efficace)<\/span><\/h2>\n\n<ul  class=\"appear-on-scroll-children wp-block-list\" >\n<li><em>\u201c Compte tenu des priorit\u00e9s de d\u00e9penses concurrentes, dans quelle mesure votre entreprise est-elle int\u00e9ress\u00e9e par une mise \u00e0 niveau vers\u2026 ? \u201d<\/em><\/li>\n\n\n\n<li><em>\u201c L\u2019entreprise envisage-t-elle d\u2019autres investissements ou am\u00e9liorations importants\u00a0? Comment se comparent-ils (du point de vue des co\u00fbts et de la valeur\u00a0? Et du point de vue du consensus d\u00e9cisionnel)\u00a0? \u201d<\/em>&nbsp;et<\/li>\n\n\n\n<li><em>\u201c Pensez-vous que le d\u00e9partement XYZ puisse g\u00e9rer deux changements importants en une seule ann\u00e9e ? \u201d<\/em>&nbsp;etc.<\/li>\n<\/ul>\n\n<p class=\"appear-on-scroll wp-block-paragraph\">Lors d&#039;une analyse approfondie de ce type, il est essentiel de ne pas oublier que la concurrence pour les d\u00e9penses ne se limite pas aux fournisseurs, mais s&#039;\u00e9tend \u00e9galement aux diff\u00e9rentes cat\u00e9gories de d\u00e9penses. L&#039;entreprise cible ne se bat pas seulement pour obtenir un budget, mais aussi pour gagner du temps et de l&#039;attention, et doit composer avec les co\u00fbts li\u00e9s au changement de fournisseur. Ceci est d&#039;autant plus vrai que la technologie et l&#039;innovation influencent aujourd&#039;hui de nombreuses cat\u00e9gories de d\u00e9penses. L&#039;entreprise cliente peut se r\u00e9jouir de nombreuses opportunit\u00e9s, mais sa capacit\u00e9 d&#039;absorption est g\u00e9n\u00e9ralement bien moindre\u00a0: \u201c\u00a0Nous aimerions moderniser notre syst\u00e8me de production d\u00e8s maintenant et mon responsable essaie de nous convaincre depuis neuf mois. Or, il semblerait que des r\u00e9glementations obligent le service commercial \u00e0 g\u00e9rer une mise \u00e0 niveau importante de notre syst\u00e8me de point de vente, ce qui accapare toute l&#039;attention du service informatique.\u00a0\u201d<\/p>\n\n<p class=\"appear-on-scroll wp-block-paragraph\">De nombreux projets d&#039;analyse pr\u00e9alable et de projections de courbes d&#039;adoption n\u00e9gligent de mesurer correctement ces autres formes essentielles de concurrence. En gardant cela \u00e0 l&#039;esprit, vous pouvez \u00e9viter cette erreur et planifier en fonction d&#039;une r\u00e9alit\u00e9 plus fid\u00e8le (et \u00e9laborer des strat\u00e9gies pour mieux surmonter les obstacles rencontr\u00e9s par les clients).<\/p>","protected":false},"excerpt":{"rendered":"<p>De nombreuses op\u00e9rations de fusions-acquisitions sont attrayantes car l&#039;entreprise cible peut susciter l&#039;int\u00e9r\u00eat et enthousiasmer les clients gr\u00e2ce \u00e0 une nouvelle technologie et une proposition de valeur am\u00e9lior\u00e9e. Bien s\u00fbr, la promesse 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":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>001: 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\/fr\/insights\/in-diligence-competition-between-competing-budget-priorities-can-be-more-important-than-competitive-position\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\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&amp;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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