The short answer
Usually it costs the same, and an advisor gives you more options. Here's why.
How advisors get paid
Technology providers pay advisors a commission through what's called an agency model. The provider's own sales rep is paid a commission too. Either way, it's built into the price. You don't pay the advisor anything.
At a good advisor, the rate is the same whichever provider you choose. That matters, because it means there's no reason to steer you toward one over another.
What changes when you use an advisor
- More options. A provider's rep can only show you that company's products. An advisor can put several side by side.
- Better leverage. When providers know they're being compared, they compete on price and terms.
- Design work up front. A good advisor maps out what you actually need before anyone talks price. At Arkitexts that architecture design is free.
- Help after you sign. Escalations, changes and renewals go through someone who knows your setup.
When going direct makes sense
If you need one simple service, already know exactly which provider you want and have time to negotiate yourself, going direct can work fine. The same goes for large organizations with a procurement team that runs comparisons in-house.
Five questions to ask any advisor
- Do all the providers you recommend pay you the same?
- Do you chase vendor quotas, bonuses or SPIFFs?
- Will you tell me if I should stay with the provider I have?
- Who handles problems after I sign?
- Can I choose the term length, one year or five?
Our answers: yes, no, yes, we do, and yes. Right fit first, savings second.