Earlier this week I shared Blog post details from Software Advice in Austin, TX regarding the ongoing debate between best-of-breed versus integrated suite solutions. Let me now share some brief thoughts on the question that was posed – “How do you deal with choosing between all-in-one versus best-of-breed?” – for which there is really no concrete answer; i.e. each buyer has to determine this based on their unique needs and circumstances. However, since the article addressed this question thoroughly from the solution perspective, I want to discuss this from the buyer’s mindset.
As the article states, there are advantages and disadvantages to each solution approach, and I can validate this because I’ve worked for companies that marketed each type of offering. Admittedly, I’ve also sold solutions while arguing for and against each position. The “right” decision really is contextual.
In the past, I’ve witnessed clients (loyal ones at that) purchase solutions from new vendors when my company could have provided the very thing they sought. Why do they do this? Well, in many cases they simply didn’t consider calling the existing vendor. Weird, I know. Also, this situation may occur when departments fail to communicate – i.e. Development wants fundraising software for their nonprofit but fails to inquire with Accounting about what system they use. This is a mistake. Communication is vital when making decisions and investing critical funds. To be fair, some ‘integrated suite solution’ vendors focus so heavily on the “strong” product that they poorly educate clients on the complimentary applications that are also available; yet another costly mistake.
Conversely, I’ve seen organizations reach out ONLY to the existing vendor, find what they want but fail to compare for various reasons; oftentimes for fear of “offending” the vendor. This is crazy! Just because I own a Chevrolet does this mean that every family member should have one too? No. I’m a believer that software buyer’s should intentionally consider many options during the decision cycle. By doing so buyer’s become well-informed regarding their options and good stewards of their decision process and funding resources.
In summary, buyers should approach this decision with an open mind and position themselves to negotiate a purchase that provides them the right solution for their unique needs. Some other considerations may be – system utilization by end users, existing technology infrastructure, locality of service resources, and many others. Sorry, but there’s no easy way to sugar-coat this, buying software takes time and requires skill. Therefore, document your needs, challenge vendors with probing questions, and negotiating hard for the best price.
Good luck in your search. If you have a strong opinion one way or the other regarding best-of-breed vs. integrated suite solutions then post a comment.
Image credit: © rufar – Fotolia.com
