Observability sales objections, and how to handle them
Selling observability means selling to engineers who already run plenty of monitoring, and to finance teams who have watched the bill grow. These are the objections sales teams hear most often from SRE, engineering, platform and security leaders, CTOs and CFOs. Each one comes with a short video, the thinking behind the objection, and words you can use on your next call.
Objection map
| Objection | Who says it | One way in |
|---|---|---|
| “Our monitoring bill keeps going up” | CFO | Make the bill predictable first. |
| “We can't send our logs to a vendor” | CISO | Ask what's in the logs. |
| “Outages haven't hurt us” | CTO | Ask what nearly happened. |
| “Teams won't instrument their code” | Head of Platform Engineering | Start where it's easiest. |
| “We already have three monitoring tools” | Head of SRE | Ask about the last incident. |
| “We'd rather run open-source tools” | VP Engineering | Count the running cost. |
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