“Need To Have” Enterprise Softwares?

Hey y'all, I've worked for some startups in the past that were great but the products were ahead of their time and more "nice to haves" / "this is where the industry is going"   type of sales. 

What type of softwares do you see as being "must haves" that solve a really big pain for customers? (I.e. is it Cybersecurity, is it Cloud, RPA, something else?) Would love to hear thoughts from all you salez savagez. 
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13
jefe
Arsonist
7
🍁
I think cybersecurity and data are the ones to beat right now.

Unfortunately not every prospect views things as 'must haves' even if they are
CuriousFox
WR Officer
4
🦊
They are severely mistaken if they think they don't need security.
jefe
Arsonist
7
🍁
Very true, although Ive learned never to underestimate the foolishness of people. Especially prospects.
CuriousFox
WR Officer
4
🦊
You ain't even lying 😆
TennisandSales
Politicker
3
Head Of Sales
I mean this is kinda hard to say since it kinda depends on the market right? The product i sell is 100% a need but only to the orgs in our market haha
Kosta_Konfucius
Politicker
3
Sales Rep
Typically if it’s a need, there are a ton of companies who have already purchased it and a lot of competitors.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Rip and replace is a valid strategy. If what you have is necessary but you are able to take out your incumbent competition, you win.
BlueJays2591
Politicker
2
Federal Business Dev Director
Cyber for sure.
Arzola
Valued Contributor
-3
Business administration
in this a joke or not ? HAHA
BlueJays2591
Politicker
0
Federal Business Dev Director
No?
LocoSales
Politicker
2
Jr. Sales Manager
ERP, CRM, CPM, HCM, S&OP solutions
Illyrian
Opinionated
1
Enterprise Account Executive
Cyber all the way. Look into Cyber Risk Quantification, it is a way to get help CISOs effectively communicate to the board what the risk is to not closing certain gaps. So for example “leaving domain admin unprotected can lead to ransomware, meaning a hit of $30m. But if we get budget for a 500k IAM/PAM program, we reduce that risk down to $1m”.
If Risk ain’t your thing, look for IGA/IAM/PAM vendors because Identity is core to Zero Trust
Mendizo
Opinionated
1
Sr. Director
For me, it's always basically the holy trinity of Enterprise needs these days:

1. Productivity/Collaboration (Microsoft Office, Google, Slack, Atlassian, etc.)
2. Iass/Pass (Microsoft Azure, AWS, Google, etc.)
3. Business Applications (Microsoft Power Platform, Salesforce, ServiceNow, etc.)

These 3 categories are huge markets individually, with leading names in each one. There's tons of smaller players as well. I've sold hundreds of Enterprise deals, and there's a reason the big names focus on this space; at the end of the day, there's always money (lots of money) in these categories as they are the 'foundation'.

This is not to say other things like RPA that you mention aren't important, but you'll be hard-pressed to find Enterprise companies that have spent a ton on RPA without looking at one of these 3 categories first.
SaasSlingin
Politicker
0
Sr AE
Regulatory and compliance solutions
BourbonKing
Valued Contributor
0
VP of Sales
Everything in the HCM space.
WhoDey
Opinionated
0
VP of Sales
HCM space is red hot with enormous TAM
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