The IT tender market in Armenia is a world of its own — full of rules, nuances, and expectations that are rarely discussed openly.
Many companies lose not because they are weak, but because they misunderstand how tenders truly work.
SMMHub, as a company that works daily with enterprise clients, distributors, and global vendors, sees this process from the inside.
We know why some players win consistently, while others remain stuck on the sidelines for years.
This is an honest, practical guide based on real market experience.
1. A tender is NOT a price contest. It is a contest of maturity and trust.
The biggest misconception is thinking that the lowest bidder wins.
In reality, the winner is the company that looks:
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reliable,
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predictable,
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technically competent,
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well-organized,
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and capable of completing the project without risk.
At SMMHub, we have seen many companies lose tenders despite offering the best price — simply because their documentation raised doubts or looked unprofessional.
Procurement teams do not choose “cheaper.”
They choose safer.
And that makes all the difference.
2. 60% of tender losses happen because of documentation errors
This is the most underestimated reason for failure.
Most companies are rejected long before prices are even evaluated, due to:
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wrong certificates,
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mismatched specifications,
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missing signatures or stamps,
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incorrect formats,
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inconsistent descriptions,
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poorly prepared forms.
At SMMHub, we follow a strict rule of triple-checking:
one specialist prepares the documents,
another reviews the technical details,
a third checks for compliance and legal accuracy.
It takes time, but it eliminates 90% of rejection risks.
3. Technical requirements must be read not just with the eyes — but with understanding of context
Technical specifications always carry hidden signals.
For example:
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If a customer insists on compatibility with exact OS versions, they likely want to avoid migration risks.
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If the SLA requirement is high, the equipment is mission-critical.
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If security certifications are emphasized, the environment involves sensitive or regulated data.
At SMMHub, we never select equipment by comparing tables alone.
We analyze:
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the customer's current infrastructure,
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their pain points,
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their long-term goals,
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and operational risks.
Winning tenders is not about guessing the right device.
It’s about understanding the customer’s reality.
4. Vendor and distributor relations are the hidden engine behind winning tenders
This part is rarely discussed publicly — but it is crucial.
To deliver competitive pricing and correct solutions, you must have strong relationships with:
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distributors,
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vendors,
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partner programs,
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deal-registration systems.
Many companies lose tenders simply because:
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they requested pricing too late,
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they didn’t secure special project discounts,
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someone else registered the project first,
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the vendor didn’t validate the proposed solution,
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documentation didn’t include the vendor’s technical confirmation.
SMMHub works closely with global vendors like Dell, Oracle, Fortinet, Microsoft, Lenovo, and others.
This gives us the ability to:
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request project-level pricing,
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get official vendor backing,
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ensure proper configurations,
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and prepare competitive, validated proposals.
Winning tenders is not a one-day job.
It is the result of building the right ecosystem.
5. Pricing must be logical and transparent
Price is not just a number — it is a message.
At SMMHub, we always explain:
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what the pricing structure includes,
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warranty conditions,
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delivery timelines,
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value added by our team,
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risks we take responsibility for.
When pricing is transparent, customers feel respect.
When pricing looks suspicious or random, they feel uncertainty.
6. Companies win tenders when they demonstrate responsibility, not aggressiveness
Customers favor partners who can say:
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“Here are three options with risks and recommendations.”
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“We can handle support after deployment.”
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“This model is nearing end-of-life — here’s our replacement plan.”
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“We will ensure compatibility and testing.”
This is the philosophy of SMMHub:
We don’t sell boxes. We deliver solutions.
And that’s exactly what customers want from their long-term partner.
7. Winning the tender is only the beginning — execution is what defines reputation
A tender win is not a victory.
It is an entrance.
Many companies lose future opportunities because they:
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delay deliveries,
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communicate poorly,
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fail to provide proper reports,
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violate SLAs,
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ignore post-implementation issues.
At SMMHub, we treat project execution as the most important stage of partnership.
We focus on:
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fast delivery,
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clear communication,
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accurate documentation,
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strong after-sales support.
In the long run, tenders are won not by those who offer the lowest price —
but by those who prove their reliability through action.
8. The real conclusion: tenders are won by companies that work systematically
Let’s speak directly.
Tenders are not won by “the biggest companies.”
Not by “those who have connections.”
Not by “those who submitted first.”
Tenders are won by those who:
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think strategically,
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build vendor relationships early,
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submit clean and accurate documentation,
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understand customer needs,
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explain pricing transparently,
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take responsibility,
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and treat the customer’s risks as their own.
SMMHub is one of those companies.
We participate in tenders not to “try our luck.”
We win because we have built the mindset, the processes, and the vendor ecosystem that allow us to deliver results.
A tender is not luck.
It is craftsmanship.