“Our productivity suite already includes it”
CIO · Work management and collaboration
A CIO whose productivity suite already has project tools built in is asking a fair question: why pay for something that's included? Don't attack the suite. Find where included stops being enough: ask which teams have already bought their own tools, and why.
Practise it before the real call
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What the buyer says
We already pay for a productivity suite with project tools built in.
How to handle it
Listen
Hear "built in". The objection is cost and simplicity. The CIO hasn't said the included tools meet every team's needs.
Acknowledge
Agree that using what's already paid for is sensible, and that fewer tools are easier to manage and secure.
Explore
Ask which teams have bought their own work-management tools anyway, and why. Ask what those teams needed that the suite didn't give them: planning across projects, reporting, client work, workflows.
Respond
Position your product around those needs, and as a way to replace scattered team purchases with one supported tool. If the suite genuinely covers their needs, say so.
Say this
“That's a fair question. Nobody wants to pay twice.”
Say this
“Which teams have already bought their own tools anyway?”
Say this
“What did they need that the suite didn't give them?”
Variations
- IT Director: “Everyone already has project tools in our office suite.”
- CFO: “We're paying for the whole suite. Use what's in it.”
Questions people ask
How do you respond when a CIO says their productivity suite already includes project tools?
Agree that using what's included makes sense. Ask which teams have bought their own tools anyway and why, then position your product around those needs, and as a way to replace scattered purchases with one supported tool.
Why do teams buy work-management tools when they have a productivity suite?
Often because they need things the included tools don't do well, such as planning across many projects, client-facing work, reporting or custom workflows.
More objections in Work management and collaboration
- “We have to work in our clients' tools”
- “We're cutting software spend”
- “We went back to spreadsheets”
- “Every team uses a different tool”
Practise it before the real call
Free to start. No credit card.