MAIN CORPORATE BARRIERS TO ESTABLISHING A RELATIONSHIP WITH YOUR STARTUP

Accelerate your business with these expert tips on "Top corporate barriers". Analyse and discover this TIP!

When we start selling our product/service to corporations we immediately we realise that there are many questions that the organisation needs to address that may be beyond our scope. I recommend you become aware of this as soon as possible in order to and prepare your sales pitch. Also why not, the way to offer your solution.

It is important that your proposal avoid or solve in a clear way, the barriers that the organisation may have. This will make it relatively easy for decision-makers to choose you and make it relatively easy for them to sell the idea internally and get it off the ground. I would like you to be aware of something: "It is one thing for your solution to work and add value, it is another thing for your solution to work and add value for that particular company, for the corporation..

Notice that during your approach or sales process, people listening to your proposal are making different mental connections in real time, anticipating risks or barriers they will encounter when incorporating your solution into their organisation. This Tip aims to point out the main blocks where these barriers appear and give you tips on how to overcome them.

MAIN BARRIERS

RETURN ON INVESTMENT

When an organisation implements new solutions, it does so by several reasons: competitive improvement, differentiation, efficiency, new ways of monetisation... There is something underlying all of these objectives. achieve the best possible return on investment (ROI). Your solution will cost the organisation money, so from the beginning of the sales process, you should explain very well how your solution helps to return that investment and generate extra income.

This question should be answered at the beginning of your pitch or presentation:

FEAR OF BREAKING WHAT WORKS

When implementing new solutions, organisations must ensure that they do not break anything. You will have to be especially careful if your solution modifies or impacts any "critical process" of the company, operations, systems, tense workflows... Remember that the corporation is still operating without your solution, so it will not be willing to risk its operation by trying something new, unless it is done in a very controlled way.

"I prefer the bad things known to the good things yet to be known".

SYSTEMS AND TECHNOLOGY INTEGRATIONS

Many B2B solutions today have a strong technological character. This means that at one or more points your product or service has to be connected to the organisation's IT systems: data collection, visualisation, shipments, devices, communication lines, clouds, processes...

If this is your case, you need to work out very well how your product integrates or relates to the companies' systems. Think about what you need, how you are going to get it and for what purpose. Not having this resolved can be reason enough for the company to lose interest in your solution. Having it well resolved is a very important plus point that will benefit the approach.

DATA, LEGAL RISKS AND REPUTATION

Again, many solutions use data to work. You have to be very specific and sophisticated in obtaining, processing and using this data. Every detail is important, especially if your solution requires confidential data: prices, trade margins, suppliers or personal data (customers, employees... where you will also have to comply with the law). GDPR (General Data Protection Regulation).

You must have very well resolved this part so that it does not become an insurmountable barrier. The way you process the data, what you do with it afterwards, how you store it, how you destroy it, where you host it... It is key that this part is very well worked out.

The same applies to legal risks where non-compliance can have very large consequences for the company or significant fines. Finally, mention should be made of the reputational risks. He thinks that for a established corporation with a carefully guarded reputation, any misstep can damage that acquired reputation and cause it to lose customers or gain detractors.