The Other Side of the Table: How Clients Make Technology Decisions

For many Partners, hearing that procurement is going to get involved in a technology decision for a deal they’re working on can be unsettling. At the 2026 Sandler Partners National Summit, Ben Edwards sat down with Rudy Batts, Head of Procurement at Zip, for The Other Side of the Table: How Clients Make Technology Decisions. Drawing on a career that includes Intel, Salesforce, Zendesk, Slack, and Canva, Rudy shared how procurement teams think and what they value in Partner relationships.

He also explained how AI is reshaping procurement itself, with agents taking on much of the tactical work and raising the value of what AI can’t provide.

A few highlights from the discussion included:

  • Procurement Wants Outcomes: Today’s procurement teams are measured on enabling the business, not just securing the lowest price.
  • Every RFP Is an Opportunity: It’s never too late to show up for a deal, but Partners who build the relationship before the RFP arrives are better positioned.
  • Work With Procurement: Keeping procurement informed builds trust, and going around them can stall a deal.
  • Bring What AI Can’t: Reading the room, knowing a company’s culture, and noticing what isn’t being said remain a Partner’s advantage.

The takeaway: relationships still drive decisions. Rudy noted that while AI has taken much of the tactical work off his plate, he has more meetings today than ever, because connection is still how business gets done.

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The Sandler Partners National Summit

The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers  – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.