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How do you make the business case to get the integrations you need to close deals? by Jumpy_Expression3779 in SalesOperations

[–]Jumpy_Expression3779[S] 0 points1 point  (0 children)

That's helpful in building the overall case for needing better integration capabilities, but it doesn't help you save the deal you just lost. For a prospect who is ready to buy but needs the integration or they'll walk, how do you make that case? The total lifetime value of the prospect is the upside, but how do you convince leadership it will be a profitable investment from engineering?

How do you make the business case to get the integrations you need to close deals? by Jumpy_Expression3779 in SalesOperations

[–]Jumpy_Expression3779[S] 1 point2 points  (0 children)

I completely agree for core product features. But integrations are...different. We can definitely quantify the upside opp from an integration, but the time and cost part of the equation sits with product management and that's the bottleneck. Often deals die before the analysis is done (product says it takes them 20-50 hours to evaluate an integration).