Don’t confuse sales with implementation is a common saying among many software vendors. It’s a directive to their sales team not to perfect everything before getting the customer to sign on the dotted line.
In today’s high-pressure world of SaaS sales, your Account Executives and their leaders are under significant pressure to consistently bring in new projects each month, quarter, and year. If they wait for everything to be perfect during presales efforts, they risk the project never getting off the ground or your company moving on to a new initiative.
So, what does this mean for today’s buyers of CCaaS or UCaaS? It means you should know that once you give a vendor a yes as the vendor of choice, they shift from selling to trying to close the project. Every action revolves around how they can get you to sign. This is where most friction occurs because your company has unresolved questions, but the vendor says, “we got it,” or “we will figure it out.” This can lead to budget overruns, missed deadlines, or misaligned features.
The good news is that you don’t have to fall into this trap. At Crimson Technology, we have a process that helps you enable your vendors to put their best foot forward while balancing your needs. You can get through the project faster because we help surface those unresolved issues earlier. If you are wrapping up a communications project or considering launching one, contact us to receive a complimentary assessment showing you how to take control of this process on your terms.