As a sales leader, addressing a buyer’s concern about compatibility is a vital and important step. Most prospective buyers want to understand potential roadblocks and integration timelines. Therefore, it only makes sense that a lead is much more likely to convert if your software is compatible with their stack. But knowing if your prospect’s software stack is compatible with your solution can be a tricky, complicated process. This requires you know their current stack as well as that of your existing customers along with all-known integrations.
What Is Software Stack Compatibility?
The term, “compatibility” is no stranger to the software world. Compatibility is essentially knowing if your software and all or another key piece of software on the buyer’s side integrate. The concept of knowing if two software systems are compatible can be defined as:
- Having an existing API with a business partner or 3rd party vendor
- Having an existing cartridge with a business partner or 3rd party vendor
- Having at least one customer using your solution in accordance with another piece of software, who can speak to integration
You May Be Asking…
Do I know the stack of my prospect? Do I know the stack of my current customers? Do I even have time to cross-reference all of my customer’s stacks’ with that of my prospect? If the answer to any of the above is no, Reachify is here to make things easy.
How Can I Identify Prospects That Have a Highly Compatible Stack?
First, is to know the comprehensive list of 3rd party vendors that your company already integrates with today. You should easily be able to get this list from Marketing or Business Development. In fact, these partner companies may even be on your website today.
The next step is to determine which prospects in your territory are currently using one or more of those partners. The most common way to determine prospect-partner relationship is to run a software stack analysis on your prospects.
Once you identify which partner(s) your prospect is using, you can look for similarities between them and any of your current customers also using that same partner solution.
What Is the Best Way to Showcase Compatibility?
While it’s great to analyze which software someone is using, it’s not always a best practice to send out a lead gen email along the lines of, “Hey, I saw you were using x partner, we integrate with them!”
Software stack compatibility is both about initial research prep and sales pitch prep.
Having a heads up on your prospects’ partner(s) is helpful because, assuming your data is accurate, you will look like a knowledgeable resource when they ask if you have an integration. It’s the notion of trusting a salesperson who can immediately say “yes” with confidence, versus “let me get back to you”.
Another significant way to prepare unfolds in the sales pitch/presentation. Rather than showing a generic slide that lists all the key partners you work with, take some time to prioritize the ones you think will matter most to the prospect. Again, this will ensure you come out looking informed and well-prepared!
These prep methods can also be a great discovery lead-in. You can do exploration on the call by asking questions like, “which type of X vendor do you work with today”. Once you confirm your assumptions, you can confidently say your company partners with them and provide more information.
How Can I Identify References to Speak Through Integration Concerns?
Even if you can prove an API or cartridge exists, prospects may also ask for reference(s) to speak to about the implementation process.
To identify the best reference, you will need to know which of your customers today uses the same two pieces of software – one being yours – together. You can do this by working with your Business Partnership team, recalling existing customers, or examining your current customer’s software stack.
- Software stack compatibility is about having an API, a cartridge, or integration via current customers.
- When prospecting, you need to know all partners your company integrates with, identify which of those partners your prospect is using (if any), and then cross reference for current customer use case similarities.
- Software stack compatibility is about research prep and sales pitch prep. Not only knowing the answers to integration questions before your prospect asks them but also having slides that highlight potential areas of concern, will help you win.
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