Qics has developed specific software solutions for planning, time registration, and invoicing, automating the primary processes of business service providers. Organizations using our software for these purposes also employ other specialized software packages for their remaining processes. This approach is referred to as a 'best-of-breed' solution. As Sales Manager at Qics, I regularly engage in discussions about the advantages and disadvantages of a 'best-of-breed' solution compared to an all-in-one solution. Just last Tuesday, I had this discussion twice in one day. Both times, I was told that the main advantage of an all-in-one solution is the convenience it offers.
Conversation 1, all-in-one
Two weeks ago, I conducted a demonstration of Qics at an accounting and administration office. These offices have specific requirements regarding time tracking and invoicing, such as the ability to adjust and defer entries. Qics can meet these needs excellently, and the attendees were very enthusiastic about our solution. Afterward, we agreed that I would follow up with a phone call in two weeks. Last Tuesday, I made that call. My contact confirmed once again being very impressed with Qics and how well it would fit their office. However, he mentioned they were still looking for an all-in-one package that could handle not only time tracking and invoicing but also accounting, payroll processing, tax filings, etc. Currently, they use separate software packages for each of these functions. It would be convenient to have everything in one package. For instance, if they need to call customer support, they would only have to dial one number, which is much easier. I pointed out that each function (time tracking/invoicing, accounting, tax, and payroll) likely has its own support team, so even with one number, they might need to navigate through different departments. Ultimately, functionality should outweigh the number of phone calls required. My contact agreed in principle but emphasized the convenience of having everything in one package. Is an all-in-one package really that easy…?
Conversation 2, 'best of breed' wins...
The other prospect I met with on Tuesday afternoon also initially thought that an all-in-one package was easier. At least, that was their belief last year. A year ago, my colleague demonstrated Qics to them. Although we could fulfill all their functional requirements, which they had meticulously outlined beforehand, they opted not to go with Qics because it wasn't an all-in-one package. Instead, they chose a package that did include everything, even though it provided less functionality than Qics and couldn't meet all their initial requirements. However, they accepted this compromise for the sake of having an all-in-one package. They called us urgently last Friday afternoon. Hence, as mentioned, I found myself at their table on Tuesday late in the afternoon.
The benefits of an all-in-one package had greatly disappointed them. The tax functionality was so poor (according to my conversation partner, it had demonstrable errors) that they reverted to their previous tax software after just a few months. They didn't even start transferring payroll processing due to the lackluster accounting functionality. Although they still use the initially appealing all-in-one package for time tracking and invoicing, they are eager to switch away from it as soon as possible. Employees are complaining, and clients are also dissatisfied. "A clear invoice that shows which services were rendered at what rate is the least a client can expect," my conversation partner remarked. Unless the contract is terminated by the end of this month, they will be stuck with the all-in-one package for another year. So, they contacted Qics urgently to discuss switching to our specialized time tracking and invoicing software designed specifically for business service providers.
This time, I didn't need to mention the advantages of our software. We didn't even discuss whether an all-in-one package is easier. Instead, we focused on how they could switch to Qics as quickly as possible.
I expect this prospect will choose Qics this time. I also anticipate that the other prospect will eventually opt for the best solution with the most extensive functionality: Qics. Probably as soon as next month. If, by any chance, he initially chooses an easy all-in-one package, he will likely call us again next year, urgently requesting a meeting...
