Over the coming weeks, you’ll start to attend cloud accounting app/digital sessions of all types.
We’re going into that type of season, normally they are physical but this next lot will be virtual!
And in my experience, this is how the process tends to go with apps & cloud adoption…
You go to these events. Everything looks shiny, and new, and exciting, and in your excitement you sign up as app partners with a few apps.
You head back to the office, wearing your free swag, and you schedule some training sessions with your new app partners.
6 months later, you look back, and nothing has really changed, so you stop your partnership or subscription with the app using some excuse that “my clients just didn’t need it”.
So, what went wrong?
In my experience, two things:
Let’s delve into an example of what I mean by the above...
Looking at an app partnership process, credit control for example, but it could be invoice automation, expense management, invoice approval, payments, cashflow, reporting, etc.
I’ve seen this happen time and time again, and it’s incredibly frustrating.
Secondly, if you do this for multiple apps then we see a strange approach to engaging clients.
Firms start running multiple educational pieces (webinars/blogs/demos) for their SME clients and prospects - with any of the below:
Essentially any app that has a specific feature within the finance function kicks off a series of very specific problem areas.
But in reality, a business rarely has such a specific problem with their finance function. For example, if their expense process is poor (manual/not efficient) then it’s likely the rest of their finance function is in the same state...
So why not approach your clients with their whole finance function in mind rather than pick a solution based on what you’ve recently signed up too?
You can still educate in certain areas but ensure you educate them where else can be improved rather than that sole area.
This is called a joined-up approach and it’s what SMEs need rather than individual app demos....
So, ask yourself, how joined up is your approach?