Selling BI

BI seems to be a bit of a hard sell in this space, but does it really have to be a hard sell? After all, it should make sense to the client.

I think it all comes down to a lack of information/education – on my part and the client’s part. If I don’t even really understand the difference between Standard vs BI, how can I sell it?

So I had a game plan in mind for my meeting with Saiyan – to ask them questions and do a bit of discovery. Instead, they wanted me to start off by telling them how BI has helped our other customers. This was a great approach because we are again demonstrating ourselves as thought leaders! So we really really need to be able to act as a thought leader.

These are the things I wanted them to start thinking about:

  1. Measure KPIs to determine the success of the Concur program.
  2. Gain full control of their card program – ultimately leading to control over all spend. Accrued + submitted expenses.
  3. Insights into spend – vendor analysis, employee spend analysis, cost center analysis, etc etc.
  4. FBT – entertainment spend analysis.
  5. Apply the top & bottom rule to all analysis. Top 10 & Bottom 10.

Then talk about the automation that comes with BI – scheduling & bursting, self servicing, mobility & dashboards.

What I’ve found is that you need the customer to have a level of maturity before they will really understand the value of BI because their concerns would be primarily around the fact that they “don’t want to start paying for something they won’t be using yet” – which absolutely makes sense! Don’t sell me gym classes when I’m struggling to just get to the gym!

I think I need to frame the differences between Standard vs BI much more clearly.

  1. Standard is designed for our SMB clients who are small, simple businesses with an average of 50 to 100 employees with an extremely simple organizational structure, where their reporting needs are extremely simple.
  2. BI on the other hand is designed for larger organizations with complex organizational structures and most of the time multiple entities. Reporting needs to cater to the many different requirements across the different parts of the organization. BI allows you to automate that process and allow employees to self service.

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