What was the product if you don't mind me asking? And was lack of support the driver to switch? Or was it that they were trying to do something with the software, and support wasn't helping them achieve that?

jefe

Arsonist

🍁

Extremely complex e-commerce. General support and change requests and addressing issues/downtime.

Dropped six figures ~5 years before, and then again with me. Plus ongoing costs. Definite improvements in performance and certain features, but nothing game changing enough to justify a switch if they weren’t deeply unhappy with the level of service.

Became a great reference for me/us as well

Revenue_Rambo

Politicker

Director, Revenue Enablement

In this economy rip & replace can be extremely difficult. Unless there is a truly compelling reason to make a change companies will just continue to limp along. Nice to have alternatives are DOA, unless your your attached to a corporate strategic initiative.

CuriousFox

WR Officer

🦊

Speaking the strong truth here 💯

thesearentleads

Member

Account Executive

Totally agree

Kosta_Konfucius

Politicker

Sales Rep

I have done rip and replace from a competitor with there outdated solution, but not their new solution.

carbonpro

Politicker

Account Executive

How do you position your solution against competition? I feel like being "new" or having more features is just comparing checklists. Selling a CRM, so it's not like there's always a compelling reason to switch if current system is good enough. Curious about reframing the approach to a piece of software.

Kosta_Konfucius

Politicker

Sales Rep

So if its CRM, you are not going to win many deals as a Hubspot rep going after SFDC customers.
However, I always position it as doing a discovery on a "current market crm" assessmnet. To understand what has changed since they purchased their crm.
What I am hoping to do in those meetings, show off why my crm is better, but mainly figure out what is going on with theirs. How was implementation, how has support been, how is utilization of the product, how is the crm talking to the erp side of things.
If everything is poor and the person who chose to initially signed off to buy sfdc left, you have a chance to swoop in, but it will be difficult.

braintank

Politicker

Enterprise Account Executive

Ripping and replacing a CRM is tough!
Why are you better?
Will cost savings or increased revenue make up for the all the work I'll have to do integrate you into my existing systems?

pirate

Big Shot

🦜☠️ Account Executive

I haven't really heard of it in cyber

poweredbycaffeine

WR Lieutenant

☕️

About 500 at one job. It’s simple. Don’t shit talk the competitor but point out logical and obvious advantages to your product. Could be price, features, ROI, integration suite, etc. Of course, you have to figure out how to relate that to pain.

SaaSguy

Tycoon

Account Executive

This is a large part of our business at my current org. Frankly, the best way I find success is by being super granular in my outreach and land mine setting.
Dont go in with broad stroke like "i know you use x but our solution is better".
Have a detailed analysis of your competitor and exactly what they cannot do that you can and lead with that.
I know my competitors cant support a specific compliance requirements - so i lead with that and dont even mention the competitor.

Example:
Hi Name,
Meeting xyz compliance is top of mind for every organization in the xyz industry.
I help teams ensure they never have to worry about xyz compliance again.
Worth a chat?"

GDO

Politicker

BDM

I would tell hem I know they work with the competitor and you respect that. However, you want to learn from them why they choose them and how it's going.

If they then go into the fact they are missing things or are not serviced right you can let them know that you guys can solve it. If their pain is high enough they will definitely consider it. However, they will also be very scared you also give them false promises. so always do what you say you'll do!

LambyCorn

Arsonist

A mfkn E

kinda sleazy but, i would use a line pretty much saying we switched x amount of clients from them past month xD

Justatitle

Big Shot

Account Executive

3 companies ago we used to rip and replace the legacy platform. Usually went ok-well because the legacy system did not integrate well into CRMs and ours was easier to use

saaskicker

Celebrated Contributor

Enterprise AE

Rip and replacing a CRM is a right place, right time, right person job. Do you have any customer stories / examples to point to of the uplift or benefits of someone who ripped and replaced with your solution ?

saaskicker

Celebrated Contributor

Enterprise AE

Another way to do this is create an audience on LinkedIn of customers at your prospect accounts who USED to work at an account that use your solution - good way to find built in champions.

Beans

Big Shot

Enterprise Account Executive

Gotta get their gaps and present how you can fill them.
Hardest part is doing so without being overly negative. Additionally considering the lack of spend from most orgs, be ready to be flexible on pricing/implementation/terms to make it worth their internal efforts.

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carbonpro

Successful rip & replace?

19 comments

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