Some people just insist on doing things the hard way. So much so that others might actually start to believe they enjoy making themselves miserable.
It’s not an uncommon situation to run up against, especially if you play in the B2B space like Virtual Logistics Inc. does. Often you’re approached, versus actively seeking out, a potential client who has a problem your company’s product, solution, or service can most definitely solve. You work through the arduous courtship dance of meetings, phone calls, emails, and finally quotations. And suddenly, the prospective disappears on you. The kids these days call this ‘ghosting‘. You’re left wondering what exactly happened. Well, no, not exactly – you had a feeling that you had in your gut since the start of the sales dance on what was going to scare this potentially future happy customer away from years of efficiency and scalability.
This blog article is dedicated to those omni-channel businesses our there that fixate on price points as the only factor that matters in their decision making process when looking for a solution to an important business problem like omni-channel data integration. I have one question for you: does price really matter to you that much, or are you happy being miserable?
In a number of our past blog posts, VL has talked about the drawbacks of trying to solve key business problems internally via DIY methods – especially when it comes to omni-channel data integration. Some (read: most) businesses don’t have the specialized niche knowledge that will allow them to a) effectively DIY themselves a solution that will actually work and hold up against the test of time, or b) hire the right person internally who will be able to DIY a solution that will stand the test of time. Some businesses realize their expertise lies in running their business. After all, you can assume that this is what they do best, just like data integration is what VL does best.
So, wisely, they seek out experts who can fulfill their needs.
They do their research, find companies that posses the expertise required to solve the business problem, and if they’re especially keen, they’ll approach a select few that meet their requirements to speak with and possibly move all the way through the sales cycle to the quotation stage. And that’s when some businesses see the sticker price on the proposed solution and choke. Unable to put the proverbial crow bar in their wallets.
But the problem here is actually layered. The first of which is those businesses that choke on price tag alone aren’t usually comparing their multiple quotations line-by-line. They’ll either jump on the cheapest solution, or retreat back into their shells altogether and will attempt to do the dreaded DIY integration (which usually leads to an even bigger mess down the road). And in some cases do nothing!
When this happens, it’s kind of like this:
You’re renovating your basement: your project goal is to have the basement completely waterproofed and finished. You have company A and company B price the project out. Company A comes back with a price tag of $30,000, and company B comes back with a price tag of $5,000.
I’d like to think that most people would take these two quotations and compare them to see exactly why the prices were so different, but surprisingly there are a lot of people out there that would just blindly sign with company B. After all, you asked them to quote waterproofing and finishing your basement, so that’s what you’ll get for $5,000, right? …Right?
Or, even better, you’ll have the person who see’s company A and company B’s prices, and figures that they can probably finish their basement cheaper by just doing it themselves. Never mind they have no construction experience, tools, or know-how of everything that comes with renovating a basement.
The fact of the matter is that outsourcing a critical business function like omni-channel data integration shouldn’t be something a business takes lightly. Solutions at different price points should be compared line-by-line. You can even take competing quotations to your prospective partners and as for their interpretation on why quote A is so different from quote B – a fantastic idea if you’re not knowledgeable on data integration.
But so many people see the price tag and just retreat and disappear.
Some people see the cost of solving their omni-channel data integration problem not as an investment in their business and their future, but as money irrevocably lost.
Investing in a data integration solution with the right partner is exactly that: an investment. Spending money on integrating your data properly with a solution that is scalable over the long term and isn’t just a band-aid solution is investing in the future success of your business. Those who see it otherwise might need to take a step back and reevaluate their perspective.
And those who decide to back-pedal and try to undertake data integration under their own roof through DIY or hiring a permanent staff member who might be able to solve your problems should ask is That still money well spent! Whether it’s you sitting in front of a monitor or someone else on your staff, that’s still time, money, and resources you’re investing into solving the solution.
And sometimes this is money you really won’t get back because the solution implemented isn’t robust, isn’t scalable, and won’t last when it comes against the test of time.
So even though you might have only spent $2,500 on materials to finish your basement, how many hours of your own time did you need to sink into the project to get it done? And when it is done, are you completely sure that your basement is going to hold up against heavy rains? Are you really sure you wired that light switch properly and won’t burn your house down?
The truth of the matter is that solving the solution internally rather than outsourcing to an expert with the skills and tools to do the job right is often the more expensive option when all is said and done.
And if you don’t believe me, think of the Fortune 500 or Fortune 1000 companies. How are they meeting their data integration needs? Are they outsourcing to the professionals to get the job done right the first time, or are they trying to cobble together a solution internally with staff who don’t have the same level of expertise?
Ultimately, the moral of the story is:
Don’t let price be your determining factor when choosing a solution for your data integration needs. If you don’t invest in getting the problem solved right the first time, that money and more will be actually lost.
Invest in yourself & your business.
Talk to VL on how our omnichannel data integration services can help your business plan for a brighter future:
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