The enterprise software sales model is broken. So we fixed it…

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Guy Little
Jun 09, 2020
The enterprise software sales model is broken. So we fixed it...

We’re ripping up the enterprise sales playbook and rewriting the way business should be done in B2B software, starting by taking ownership of any financial risk our customers face when procuring new technologies so they can build a digital workplace and support remote working at scale.

Right now, the digital workplace is on the tip of everyone’s tongue. Enterprises have been thrust into new ways of working at exponential speed—most of them unprepared and not quite sure what to expect or where to turn.

The first phase of dealing with the pandemic was ‘react and respond’. How do I get my employees out of the office and set up to work at home, many of whom were doing it for the first time?

The second phase, the kind of limbo we now find ourselves in, is ‘redirecting to the future digital workplace’. How do we disrupt the traditional workplace and build a new work from anywhere model that allows all employees to be secure, supported and productive no matter their location.

Then will come the third phase: ‘cost reduction and efficiency gains in a new world’. But, right now, we’re at phase two. And it feels like we’ll be here for a little longer. So let’s explore that…

The race for the digital workplace

What do we need to do in order to ‘redirect to the future’ and become a truly digital workplace? Well, the digital workplace of the future is employee driven. So we decided to commission some research all around the remote employee experience and their perceptions of a digital workplace. What your employees really think about working from home, what they think they need to succeed, how it’s impacting their relationship with their devices, and what they think IT needs to do in order to make it work for them. Surely you don’t want to miss this research (it’s the first research to be released exploring the remote, digital employee experience during-COVID and the gaps IT need to fill to transition to a digital workplace).

We’re presenting the findings of the research on June 25 in a webinar with our Founder and CEO, Sumir Karayi. You can sign up for the webinar here—and, if you do, we’ll send you the research 7 days before it’s released to the wider public. If you want a sneak peek at the headlines from our research, check out this article: Beyond COVID-19: Lessons for remote working and the digital workplace. 

Tools and technologies are needed to transform—but so is a new way of procuring them

The right software and tools. That’s what’s needed to adapt and become a truly digital workplace. Culture change and digital dexterity will be a big part of it, for sure. But without the right tools and technologies, enterprises won’t be able to transform in line with the digital workplace initiative.

And software is at the heart of every enterprise. It creates value, powers your business processes, allows your customers to engage with you, and it enables your employees. And so software vendors, like us, are key players in helping to move the digital workplace transformation agenda along. But we’re actually hurting it. Yep, hurting it.

Software vendors are stalling the enterprise’s ability to make that leap to a digital workplace because of the way they do business with their customers — organizations that need the right software and services to survive the next chapter of their lives.

The world of work has changed exponentially due to coronavirus, but the way enterprises engage with vendors to buy the software and tools they need to deal with such a quick and unprecedented shift in operations hasn’t changed. And that’s the problem. While everything around us has changed, the way we sell the critical thing that enables long-term success and a pivot to the future digital workplace—software—hasn’t changed at all.

Ripping up the rulebook of traditional enterprise sales

So we’re on a mission to change it. We’re ripping up the traditional approach to enterprise software sales to reveal a new engagement model that’s designed to simplify and de-risk the experience you have when procuring software. This is so you can get what you need, quickly and safely, to succeed in this phase 2 of ‘redirecting to the future of the digital workplace’.

The problem is that time and time again enterprise software projects fail to deliver against promises—in fact, more than 50% of software projects still fail due to lack of time, resources, and funds. So we think it’s crazy people are asked to put up cash for software without being 100% confident it’s the right solution to address their needs.

Software deals tend to be one, two, three years long. If you buy something and don’t get any value from it because you didn’t know enough about how it would behave in your environment, you’re spending thousands of dollars for shelfware.

For too long, the status quo of the enterprise sales model has remained unchallenged. So we’re going to help you overcome all three of those reasons that software projects fail with our new engagement model. We’re going to quicken time to value, we’re going to give you the resources you need to make a success of it, and we’re going to take on the financial risk of procuring new software.

Our tech and professional services are free until you see value

To do this, we’re offering our technology and professional services at $0 so you can run our cutting-edge endpoint management software, Tachyon, in your own environment so you can see real impact before deciding to buy it.

Why are we doing this? Fundamentally, because we believe it’s the right way to do business in B2B software.

Engaging with you in this way removes high levels of risk from the sales process and puts the responsibility with us to prove that the technology works beyond a demo, proof of concept or even a pilot.

If, after six months, Tachyon becomes an indispensable tool, we’ll help to create an active business case for an ongoing commitment—the difference here is that this business case is built on real outcomes that have happened in your organization so it’s devoid of conjecture and focused on value. However, if you’re not completely convinced after that period, we’ll also help remove the technology for free, and you owe us nothing.

In uncertain times innovation is critical

Naturally, companies may be concerned about choosing smaller vendors due to the perceived risks (no one got fired for hiring IBM, as they say…) But smaller vendors tend to be the more nimble and innovative companies with better products suited to fix a set of issues. We know it’s risky going with the David and not the Goliath, but our new approach places the risk squarely with us as the supplier, which is where it should be. It’s on us to show you that our tools deliver as we say they do and that’s why we’re saying to you: ‘take it for free, pay if you see value, remove it if you don’t’.

But this isn’t an extended trial. It’s about helping you see that our technology can make an immediate impact on your critical digital enterprise and remote worker challenges before you buy the tool. We can only engage in this way because we’re confident in our software and its ability to make even the most challenging promises come true for enterprises.

Connecting enterprises to their remote workforce with Tachyon

The technology behind our new engagement model is Tachyon, the first endpoint management solution designed specifically to address challenges with remote working and improve the digital employee experience. 

Giving IT teams total control and visibility over all remote endpoints, Tachyon offers in-depth analytics to understand and improve the experience employees have with their endpoints. It delivers proactive issue identification and resolution at scale, service desk optimization with integration into ServiceNow, self-serve and self-heal capabilities, as well as real-time security and compliance monitoring and remediation. Tachyon is a vital tool in the enterprise’s quest to support remote working at scale, deliver exceptional employee experiences, and transform into a truly digital enterprise.

And with this new engagement model, you have a much safer, simpler, and lower risk way of procuring the software you need to make the digital workplace transition. It means true operational value (not just functionality) can be stress tested in real world environments to avoid software purchases turning into failed projects. It also means time to value can be accelerated because you see ROI before any contractual obligation. Go on, take our tech and only pay us when you’re confident it’s the right thing for you.

If you’d like to talk to us about this new way of engaging, get in touch with us here: 1e.com/a-new-way

Please fill out the form below to schedule a live demo of our solutions.