Selling an "all in one" vs. "Parts"?

I find it very hard to even start a conversation about displacing a legacy software system at a company. Most people say great outreach and research but we've invested 10,000s of $s into this and we are happy. We like this one aspect of your system but it isn't worth changing up our entire system for.


Does it get easier when you're selling a singular part of the solution you have instead?


If so, why don't all companies sell parts instead of one all in one product?

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6
TennisandSales
Politicker
3
Head Of Sales
So my view on this is that "platforms" are much better than "point solutions" or parts. 

in my experience, ppl want to go to one place to do many things. not switch in between systems to do a bunch of stuff. 

In my current org the existing solution we sell against is SUPER hard to remove for the exact reason you are saying. 

they are spending a TON on it, its a MASSIVE project to rip it out and replace it. so the pain has to be HUGE. our product doesnt quite have enough to cause that. 

So you have to keep working these accounts over time and really work and the accounts that dont have a solution. 


Sunbunny31
Politicker
2
Sr Sales Executive 🐰
When does the contract for their current solution expire?    If they just signed a 3-5 year deal, then yes, they're not your 2022-23 buyers, and you put them into a plan to keep them warm.     However, midterm in a current contract is an excellent time to begin working on them for the long game.

If they're not 100% happy, and no one ever is, they may decide it's worth it to take a look around the marketplace to see if moving off will be better for them when it's coming up on the term date for the contract.  If you've built a relationship and have a compelling solution for them to consider, you're in a good position when they start to look (and planting those seeds should make them want to look).  Laying the groundwork of uncertainty about the existing solution is part of the relationship building; just because they are spending a lot of money on the solution doesn't mean that's money well spent.   

Platform deals are more complex, but that is why they are more $$ than point solutions.    That said, if you have a platform that also has standalone components and you can build out over time, that is a valid strategy for land-and-expand.
Diablo
Politicker
0
Sr. AE
I am not sure about the singular part but you know why should someone buy your solution, what’s in store for them and what benefits other customers have got after switching companies that you can leverage to build your case.
CavsIn7
Fire Starter
0
Senior Account Executive
What poc gave you that response? No system works perfectly enough to not warrant a conversation. Go high and wide on the account and see if DMs or different parts of the business share the same sentiment. If legacy is 5-10 years old, you'll find the pain then as Diablo said; build your business case
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
A Best in Class -vs- an Enterprise level solution.  AKA a "1-trick pony -vs- an end-to-end solution.

Many companies are happy with an 80% solution, meaning it handles 80% of their needs and to get that extra 20% its going to cost them more than they want to spend (in $$, people, time, etc.).  

Think about SAP or Oracle.  Great products which do ~80% of what a company wants.  There are tons of add-ons and 3rd party solutions which enhance SAP/Oracle but may require more money, time, expertise, etc. a company doesn't want to pay unless the pain of not having that add-on grows too great.


Hope that answers your question.
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