Buying technology. Whew. It’s a lot. Right? I mean if you work for an organization, buying software requires a tremendous amount of work to get the sign-off needed from decision-makers. And even when buying software for your own personal use, if you don’t do the research and due diligence before making a purchase, it can really cost you in the end. Sometimes tenfold.
So here we go. It’s clear buying software is a hefty load of work.
Luckily Nintex CEO Eric Johnson recently published, The buyer’s bill of rights for process automation solutions part one.
Before I lose anyone who is wary of automation (we have an article about the long-term benefits of process automation) and please know that this paper really applies to anyone buying software or making technology investments.
What do sellers wish buyers weren’t savvy to?
The world of process automation has grown explosively in the past decade. The technology industry is booming. Though sometimes it can trigger those “down the rabbit hole” moments when buyers face a strange world of unfamiliar and very unwelcome surprises that always seem to benefit the provider and not the customer.
The issue is not strictly about pricing of technology. Instead, it’s about a clear, unambiguous, and transparent exchange of value: the customer has agreed to pay X, and in return, the seller has agreed to deliver certain solutions and services for that agreed-upon price.
There should be no surprises, no fine print, no after-the-fact add-ons. Putting potential trickery aside, process-automation buyers can benefit enormously from all of the variety among providers. Customers can research a range of solutions, capabilities, pricing options, and other types of value before ever spending a penny (or whatever currency wherever the customer is located).
Buyer visibility into sales
We get it. It’s not always easy for buyers to obtain visibility from sellers, but there are some questions you can ask to gain more. So, what questions should you ask potential technology vendors to get you visibility into their side of the process?
Eric shared ten questions to ask potential technology vendors that get full, clear disclosure up front. I chose my three favorites, and you can find the full list by downloading the paper.
- To solve my [described] problem, what is the price?
Your seller should be able to describe your problem to you, if they can provide a solution to fix it. And they should be able to estimate a price to a solution that solves the problem you asked about.
- Can I apply any or all components of that solution to other parts of my business?
To drive additional value with any technology or software you buy, can you replicate said solution—or at least replicate parts of it—to solve other problems in different areas of the business?
- If I buy a multi-part solution, will you give me clear breakdowns of what I’m paying for?
At Nintex for example that could mean RPA, for automation, for ML, for AI, for process mapping, etc. Know exactly what you have access to and every detail that’s included before you sign anything.
Quickly recognize both the good and the wrong fit
While we believe—and more than 10,000 happy customers agree—that Nintex has some pretty great process automation solutions, we’re also realists, and that realism is grounded in our unwavering commitment to delivering great business outcomes and experiences for our customers. So we know Nintex isn’t the best choice for every customer—and that’s perfectly fine with us.
It’s important that you recognize when sellers don’t comprehend your problem so you don’t waste valuable time.
What is of paramount importance to us is that business customers go into their decisions armed with information and assurances covering all of the issues they described, and that those customers receive complete and unambiguous transparency at every step of the buying process.
Learn more about large technology investments by visiting the Leadership Insights page, all driven by Nintex CEO Eric Johnson.
Contact us should you have any questions or if you are ready to Put the Power of Process™ to work today.