Bigger Isn’t Necessarily Better: What to Look for When Choosing a Salesforce Automation Software Provider

Not a new saying by any stretch of the imagination – ‘nobody ever got fired for buying IBM’ – IBM, or any large market leader such as Microsoft, Cisco, Oracle, SalesForce, etc. became the safe choice when purchasing pricey software. After all, by going with one of the established brands the thought was (and for many still is) that they were too big to fail, which of course, isn’t always true. With a lifespan lasting nearly 50 years, this overused mantra is finally dying out – and with good reason.

While not true of all big brand software solutions, some of them share the following disadvantages – slow to implement new technology, require long deployment periods, don’t always deliver what is needed, use ambiguous pricing schemes, and many times embed the software so deep that switching vendors is difficult at best. Companies are now realising that legacy software products aren’t risk-free and are actively looking for alternatives.


Why Smaller Salesforce Automation Software Vendors Can Make a Big Difference

Regulated markets such as energy and telco are fiercely competitive and to leapfrog the competition you need to differentiate yourself. Technology is changing faster than ever, and as mentioned above some of the big brands may be slow to implement innovative technologies that can give you a competitive edge. In addition, their sheer size may make it difficult to get the service you need when you need it, not to mention potential execution time delays and prohibitive costs. When you stick with the supposed software solution leaders, you become a ‘me too’ energy or telco provider that has limited ability to use technology as a differentiator.

On the flipside are smaller, more nimble vendors that not only know you and your needs, but embrace today’s technology to deliver the software solutions that can have a significant impact on what you offer, how you run and control your field sales operations, and give you a competitive advantage. As you think over making the switch to a smaller salesforce automation software vendor, some questions that typically come to mind include:

  • Does the software provider have technical expertise?
  • Do they understand regulatory standards?
  • Can they provide data security?
  • Are they able to scale to meet our growing requirements?
  • Will they still be in business 5 or 10 years from now?
  • And, of course – if something goes wrong, will my reputation be at stake?

While they are valid concerns, the one thing to keep in mind is that smaller doesn’t necessarily mean new to the industry. In fact, going with a smaller salesforce automation software vendor can deliver benefits that their larger counterparts aren’t able to provide, such as:

  • Best-in-class technology that leverages today’s innovation.
  • Ability to mitigate risks by exceeding regulatory requirements to ensure compliance.
  • Agility and adaptability to quickly respond to your changing needs.
  • Delivering solutions on time and on budget.
  • Supplying a devoted team to build one-to-one relationships.
  • Providing a high level of service for successful project outcomes.
  • Having intimate knowledge about your business.
  • Being committed to your long-term success.

Energy and telco field sales can be a lucrative business when done right, which is why you need a software vendor that not only puts your interests first but is a specialist with extensive industry expertise – regardless of their size.


Give Your Energy or Telco Field Sales Reps a Competitive Advantage

Energy or telco field sales can be a minefield of obstacles, which is why the right salesforce automation software provider is essential to your success. Because of the numerous field sales challenges, it’s important to find a software vendor that understands your world. One that has deep knowledge of this highly regulated industry and can help you navigate inherent complexities.

With 15 years of industry experience, PSI has been helping energy and telco providers overcome obstacles to succeed in this highly regulated and competitive environment. Our dedicated team of experts will work side-by-side with you to identify gaps in your processes and provide the solutions you need to take advantage of innovative and profitable opportunities.

As industry experts, we’ve invested millions into creating solutions to streamline field sales initiatives through superior processes and flawless workflows. Our customers, including global leading brands such as SSE Airtricity, Vodafone, Electric Ireland, Fibrous Broadband, Spectrum Broadband, and many others are reaping the benefits of working with a smaller, yet highly focused and nimble salesforce automation software provider. In fact, SSE Airtricity describes us as “…the real deal…enabling them to become best in class”


Thriving in this highly regulated and competitive market takes an established salesforce automation software solution partner that has a proven reputation for success. Contact us today to learn how this small, yet innovative software company can help you exceed your goals.