SaaS integrations

Went on a demo call today where 60% of the org does not have the necessary integrations required to implement my product. So I proposed to try it out for the rest of the 40% where it'd be easier until I figure out the implementation. Do you think I did it right? And if there's no way to integrate for the rest of the 60%, how do I go about it so as to retain the client with just the 40% that they've?

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3
Chep
WR Officer
2
Bitcoin Adoption Specialist
Sounds like you did the right thing. Throw the option out there and the worse they say is no
Salespreuner
Big Shot
1
Regional Sales Director
With you on this @Chepย 
Ace
Arsonist
0
CEO
Thank you!
Salespreuner
Big Shot
0
Regional Sales Director
๐Ÿค
Ace
Arsonist
0
CEO
Thanks a lot @Chep. I was battling with myself if I did the right thing there but reading a few comments on here (including yours), I feel a little relieved!
braintank
Politicker
1
Enterprise Account Executive
Huh?
CoorsKing
WR Officer
1
Retired King of the Coors Knights
Caffeine is still kicking in, so not sure I am reading this right. Is your question how do you sell a de-scoped version of your product, or is your question SHOULD you sell a product you don't think they will be able to use?

Guess it depends on the product... does the product function normally with the "40%" integration or is the "60%" really important for the product to work?
Ace
Arsonist
0
CEO
The product works for 40% perfectly but leaves out the rest of 60% which is majority. For the product to work best, having everyone on board would be advisable. But still them getting 40% should work in that small subset.

They still are interested in the product. So I thought I'd get my foot with 40% in and then figure out with the 60%
CoorsKing
WR Officer
1
Retired King of the Coors Knights
Gotcha. Yeah in that case, if there is no service degradation due to the missing integrations, I think you played this correctly. Take down what you can today, and then work with them on potentially tackling the 60% later as things change in their environment
Ace
Arsonist
1
CEO
Thanks, that's a relief. Any thoughts on how I should approach on pitching if the integrations doesn't go through?
CoorsKing
WR Officer
1
Retired King of the Coors Knights
What would their alternative option have been if they did not go with your product?

My product can be sold like this, in "land and expand" type situations. Typically there is enough of a tangible pain we can say something like "Using < my company> is solving <xyz> for you, as opposed to the alternative option which would be <more expensive, less secure, homegrown, etc>"
Ace
Arsonist
0
CEO
Currently, no other option in the market offers that integration but I dont know if they can customize it. I think they won't since it's not a big ticket sale anyway. Their integration as is unique which will require us to coordinate with that 3rd party to get access to APIs and everything.ย 

Welp I guess I answered my own questions there lol
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