A lot of sales teams don’t bother selling integration with other applications because it’s just an extra cost that slows down and adds complexity to the deal. It’s much easier to just sell your core application, right?
The problem with selling only your core application is that it forces you to compete with other companies that offer similar solutions—possibly at a lower cost. And if the competition is the first to bring integration into the discussion, they could suddenly be a more appealing candidate to your prospect.
The fact is, data exchange with a client’s existing systems actually makes your product better and gives you a competitive edge over other human capital management companies. And when you bake integration proactively into your sales strategy, you might be surprised to find that it actually helps you land more sales.
Here’s why positioning integration services and solutions makes your product more sellable.
4 Ways Integration Improves Your HCM System
Nobody wants to buy a silo—even if you offer multiple modules in your solution.
Your customers need solutions that can share data with other applications. The more tightly connected your product can be to your customers’ other systems, the more appealing it will be for them.
In fact, because of the strategic setup that comes with integration, clients are more committed to keeping integrated systems longer. IDI’s clients stick with our Time Bank integration solution an average of 5.2 years. That translates to long-term clients paying long-term recurring revenue—and it opens the door to upsell to loyal customers.
Some of your prospects are afraid of you. They’re worried that you’re going to get overzealous and try to sell a one-size-fits-all system that doesn’t actually work with the applications they rely on to run their daily business. To them, you’re the bowling ball that knocks out all of their existing critical systems, only to find your solution doesn’t replace the functionality they’ve traded.
But integration helps you get your foot in the door. Instead of replacing their entire system, focus on coexisting with their current applications using integration. You’ll get an immediate win with your product as a complement to their system.
And as they get used to your system, you can explore future consolidation within their products. This makes for an easier transition for clients and doesn’t leave them fretting about whether or not such-and-such will be done like it was in the old system.
If your client is addressing certain pay policies or business rules with spreadsheets or on paper, integration could make you the hero of the day. These clients are sinking hours upon hours into painful and onerous processes that are fraught with errors and manual calculations.
For these clients, integrated automation doesn’t just save time, money and legal risk. It frees them from the drudgery of long and arduous tasks. Now it runs automatically in the background and they don’t have to expend any energy on it. It’s a dream come true.
Many companies still have legacy policies that they’re contractually or culturally obligated to keep. If your solution can automate all of their needs, an integration solution could mean the difference between a sale and “Not right now, thanks.”
Your competitors see integration as a liability that adds time and cost. But you realize that their blind spot is your advantage.
If you present complementary integration early on in the process as part of a complete offering, you’ll be proposing a more valuable, complete solution. It’s part of a holistic offering that helps your customer achieve their business goals. You’re not just looking to add cost to their project, you’re helping them to do business better.
Meanwhile, your competitors will be selling a module-based offering on price. If they mention integration at all, it’ll be an add-on that raises the cost. But your comprehensive package includes integration as a built-in, vital component to help your customer succeed.
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