Google “BI reseller” and you’ll see that there’s no shortage in vendors. So how can you make your program stand out? How can you truly differentiate, add value, and close your next deal? It’s all about getting into the mindset of your target audience.
Any reseller knows the struggles they face when selling BI products. Potential customers are misinformed about the benefits, are unwilling to purchase a new product, or just aren’t in the position to make a purchasing decision. But, resellers who understand common customer challenges have a competitive advantage. They can anticipate questions and concerns, and deliver on ways to help top prospects overcome hurdles.
Read on for our top four BI customer challenges, and how resellers can form strategies to overcome each.
1. Fear of systems failure, means failure to give the discovery phase a fair shot.
Nearly half of all implemented BI projects fail. Reasons for failure range from stalled projects to changing requirements. Whatever the reason, past BI project flops bring the fear of failure to new potential customers.
To combat this fear, resellers must come to the conversation equipped with real-life use cases and success stories. Sharing a success story from past customers helps build credibility and shows a potential user how they could similarly benefit from the product.
Resellers should also remember to include success stories and use cases from a variety of industries. Most products aren’t a one-size-fits-all deal, so show the potential customer how the tool can be used in both their industry and others to attract a wider audience.
2. Haunted by past applications’ lack of impact.
Many BI applications don’t deliver when it comes to impact, leaving the end users frustrated and the organization as a whole with a poor financial decision and an unhappy staff. End users need the product to deliver digestible data that’s easy to understand and it can’t be overly manual. Applications that lack impact by the end users and the organization in the past jeopardize the sale to a new, potential customer.
Resellers can quickly overcome the fear of impact by demoing their products to potential users. A demo is one of the most powerful selling strategies, since it allows the customer to see and feel how the product is used. An interactive, engaging demo naturally leads to good conversations about use cases at the prospect’s organization—and conversations that discuss just how success will be determined.
Resellers should also remember the differing criteria when it comes to users. They should include demos for both the end users and the IT department to ensure there’s no surprise later in the sales stage.
3. Lack of executive buy-in.
When it comes to selling a technology or solutions, it’s common to start efforts with the IT department. These individuals know the ins and outs of the latest tech and can more easily see potential benefits of an app that improves employee engagement with data. Yet, if your IT department champion doesn’t communicate this vision to the c-suite, it could mean lack of executive (and end user) buy-in.
Partner with IT, but also pay special attention to the end user and executive team. Articulate the vision, or the “why” behind the solution, then introduce your internal tech champions as the team that will make it happen in terms of implementation.
4. Fear of complete overhaul vs. an additional layer.
Do your prospects already have a BI platform? They may not be ready to retrain an entire staff or be willing to make a financial commitment for a new solution.
Luckily, organizations don’t need to overhaul their program or get rid of the current solution in place when apps like Roambi layer on top. Adding Roambi to an existing solution allows organizations to extract more value with mobile access.
Roambi’s North American Partner Program is designed to overcome these and other common BI customer challenges. Register for our weekly partner webinars, and learn the benefits of our solution and how to communicate with potential BI customers.
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