In business it’s always good to have a few options in your hip pocket. As a sales professional you always want to lead with your own assets, but sometimes your customer simply wants to see or explore other options. This is where having a trusted partner ecosystem can be beneficial. Forcing a customer to use an asset they simply are not sold on can be short-sided thinking and potentially cost you a deal. Having a partner solution in your hip pocket could potentially save you a larger enterprise deal.
I’ve seen this throughout my career (especially with larger software companies) where they attempt to be all things to all people — a jack of all trades, but a master of none. Yes…they can check all the boxes on an RFP, but when it’s “show time” they often fall short in key areas and put their bid at risk. It’s a better long-term strategy if companies can learn to stay true to their core competencies and partner for solution gaps. It would be like Ford Motor Company deciding to get into the business of manufacturing tires. It doesn’t make any sense. Leave the tire making to the trusted brands that have proven themselves over the years. Having Michelin, Goodyear, or BFGoodrich in your hip pocket can enhance the value of your product; in this case Ford vehicles. Same is true with AT&T and Apple. Just imagine the outcome had Apple decided to build out their own carrier network when they initially launched the iPhone — we might still be waiting. Instead, they cut an exclusive strategic partnership agreement with AT&T and the rest is history!
The same is true for Branch Messenger — a mobile labor management, payment, and corporate communications platform for the hourly and shift workforce. Branch is a proven leader and best-in-class solution, yet many vendors in the WHM and HCM space are trying to expand their core offerings with similar functionality either by acquisition or organic development. As a potential buyer of a WFM or HCM solution I would question how one provider could honestly claim they have the best functionality in all areas. Experience tells me this simply isn’t the case more often than not. As a buyer I may like the core product, but I know there are best-in-class solutions for wrap-around functionality that are a better fit for my needs. This is where it would be beneficial to have a solution like Branch Messenger in your hip pocket. If I’m a sales professional I should absolutely lead with my internal assets in a sales pursuit; however, it’s always good to have alternatives in your hip pocket should a potential customer make the request. You risk leaving money on the table with an all or nothing approach.
If you’re interested in a partnership with Branch Messenger, please reach out to partners@branchmessenger.com or visit their website at https://www.branchmessenger.com/partners.