One Trick Pony
I’m sitting in the Atlanta airport waiting to fly back home to snowy Chicago. Hopefully no flight delays. I had a good series of meetings over the past two days. Fortunately for Monolith Software the business that we are in is doing very well. Our pipeline has never looked so strong. I attribute that to a number of different factors: great product, uniqueness in a market crowded with dinosaurs, and TaDa, the ability to help companies reduce their cost structures. The financial piece is a big one, but I don’t believe you get the opportunity to help reduce costs if you do not have a product that is an ‘upgrade’ to what customers are currently using. This point is rarely debated after we have an opportunity to present Monolith to our prospects.
One of the meetings that I had recently was with a sales engineer from a software company that only provides a performance management solution. They have a strong solution in the performance management space. Not too many would argue with that, but there’s a problem. When talking with this individual about some of the challenges they have in closing business, he mentioned always hearing the same questions:
- Do you also do auto-discovery?
- Do you provide topology mapping?
- Do you do root cause analysis?
- What about fault and event management?
I couldn’t have scripted his comments better. Of course that is what customers are asking for. Like anything else in life, people and companies are trying to get more bang for the buck. People stay at the hotels that have the best amenities for the best rate, people join the health club that has the nicest facilities for the lowest monthly fee. Why would they choose to buy a limited solution, deal with more vendors, deal with more moving components, have to perform manual integration when they could buy a solution that provides much more comprehensive capabilities in a single, consolidated foot print?
They wouldn’t. At least that is what the market seems to be saying. Choose your path wisely…
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