“Our systems integrator will say no”
CIO · ERP and finance software
A CIO whose systems integrator runs the ERP knows that anything new has to get past them, and expects a no. Don't try to go around the integrator. Make the partner an ally: ask what the integrator is measured on, and how your product could make their job easier.
Practise it before the real call
Free to start. No credit card.
What the buyer says
Our systems integrator runs the ERP. Anything new goes through them, and they'll say no.
How to handle it
Listen
Hear "they'll say no". The integrator controls changes to the ERP, and the CIO doesn't want a fight with them.
Acknowledge
Agree that the integrator needs to be involved, and that going around them would create problems.
Explore
Ask what the integrator is responsible for and measured on, how changes are approved, and what they've said no to before and why. Ask who at the integrator would need to be comfortable.
Respond
Offer to brief the integrator directly, and show how your product reduces their workload or risk rather than adding to it. Be specific about what it needs from the ERP and who supports it.
Say this
“That's important. The integrator has to be on side.”
Say this
“What is the integrator measured on?”
Say this
“Would it help if we briefed them directly?”
Variations
- Head of ERP: “Our partner manages every change. They'll want to do it themselves.”
- IT Director: “Any integration with the ERP is a change request, and those take months.”
Questions people ask
How do you respond when a buyer says their ERP systems integrator will block a new product?
Don't go around the integrator. Ask what they're measured on and what they've rejected before, offer to brief them directly, and show how your product reduces their workload or risk.
How do you work with a customer's systems integrator?
Treat them as a stakeholder. Understand their responsibilities and incentives, involve them early, and make it clear what your product needs from the systems they manage.
More objections in ERP and finance software
- “Audit will never sign off a change”
- “We've only just upgraded our ERP”
- “Our month-end close works”
- “We can't risk disrupting operations”
Practise it before the real call
Free to start. No credit card.