You really don’t get anything good from a silo mentality. No seriously. I know that from actual experience with one IT department. And while I don’t mean to generalize all those out there, I think a lot of people know what it feels like to have your team regarded a nuisance because your workload adds to theirs.

Like this real silo, silo mentality is a junk relic. (Image by Montanabw)

But perhaps the real problem for you though is when you’re marketing to a similar company. Even companies like Oracle are calling everyone to break those silos down in order to bring real value and vision to your IT department. Are you sure that everyone listens though?

See, here’s the dangerous thing about marketing to a silo and not knowing it: You’re not showing them an answer. You’re showing them a weapon.

For them, a silo is a fortress to be defended and software companies like yours can be seen as arms dealers. When you think that you’re giving them tools to improve the flow of business data, they think they’re buying a means of more control, of building more walls.

Clearly that has to stop but the best way to do that is to see how siloed your prospect companies really are. Luckily, the signs are common:

  • Sign #1: They’re not quite in the loop – Is your prospect familiar with the initiatives of other departments? How familiar? If they can’t even get beyond the basic purpose of the other groups, you have to wonder why they know their own objectives all too well. History has plenty examples of what happens when two groups fail to align each other’s goals.
  • Sign #2: They care more about enforcing management – Speaking of which, another sign is that they prioritize data control a little too highly. And yes, that is possible even in age where cyber attacks are a valid threat. That doesn’t mean you should just flash management platforms that could compromise employee privacy.
  • Sign #3: They’re not open to compromise – In order to qualify some prospects, sometimes you need to talk to more than one person. However, when it looks like your prospect isn’t eager to have anyone else on board, that only foreshadow trouble in the sales appointment. The rest of the organization may not take kindly to someone their IT department did not tell them about.

It can be quite easy to actually qualify a silo as a prospect. That’s why you shouldn’t do so too quickly. I mean come on, doing business with no questions asked? Today’s business tech can be used for more than just displaying themselves to the preferences of those locked in silo mentality.