Selling enterprise solutions to any organization is challenging and time consuming to say the least. And the more complex your product is, the longer it will take to close. Even if you’ve made a contact, garnered interest and locked-in a meeting or even a proposal phase, you still have 4 big barriers to overcome.
Barrier #1: Integration Your solution can’t deliver the benefits you promise until it is integrated with currently used systems and workflows. If left to the customer, this may be beyond the ability of internal resources (time, money, staff) to do it successfully.
Barrier #2: Trialability Because of the first barrier (integration), it is difficult, if not impossible, to effectively try your solution before it is bought. Scaled-down demos or trial versions often can’t show enough of a benefit to validate a purchase decision.
Barrier #3: Transcendence Your solution cuts across multiple organizational (functional and political) boundaries and requires near simultaneous buy-in from multiple influencers and approvers, each with a different receptivity to innovation.
Barrier #4: User Behavior Because of the innovative nature of your solution, users must change their behavior to attain the benefits the solution promises to deliver. Left on their own, users will rarely change.
Here are Some Solutions to Help You Overcome these Barriers
Develop an easy, three step process that demonstrates how easy it is to integrate your solution
Propose a pilot program where customers can experience success in the early stages
Develop stories to satisfy the differing interests of everyone involved in the buying decision
Nurture your end users and show them how your solution will highlight their continued success.