Hi there, it’s Thibaut.
In today’s newsletter, I’m going to share how you can get deals back to life if you’re selling an Enterprise solution. When I was an Account Executive for a tech company (it was back in 2018), I was selling a mobile measurement solution to companies on the French market.
The product was super fancy, and it integrated with most marketing measurement platforms on the market. But in France, it was common to have to build integrations with platforms the engineering team in the US had never heard of.
And France not being a massive market for the company, these integrations were never built, which meant I was losing 50%+ of my deals.
When you’re selling an Enterprise solution, it’s not uncommon to have business buy-in really quickly. User buyers are excited to get working, and the deals often seem promising in the early stages.
Then comes procurement, legal, compliance, and tech review. This specific point is where things tend to go wrong if you don’t have the integration.
Let’s take a concrete example we often see in sales. We all work with a CRM, which is our single source of truth. But we also work with a sales engagement tool which is our source of truth for prospecting. We have tons of integrations to help us push the data from the sales engagement tool to the CRM. But if the integration isn’t built, both systems work in silos, creating a ton of problems for salespeople and their managers.
This is way too common when selling a tech solution. I’ve seen it in crowdtesting, headless CMS, HR tech, etc. And I’m not the only the one:
And when an integration isn’t built yet, prospects know it is not likely to get built in the next 12 months.
So you lose the deal.
Until now, there wasn’t a simple solution to this problem. You had to beg the product team to prioritize it on the roadmap, pulling engineering resources from building more important product features. It rarely made business sense.
That’s where Hotglue comes into play. Hotglue is an Integration Platform As a Service (iPaaS). It allows sales teams to build native integrations to connect to their customers’ other platforms.
With Hotglue, you can expect:
For example, if you’re selling a sales engagement solution and your prospect have a CRM with no integration to your tool, Hotglue can build the integration in no time.
This means you just eliminated one big reason to lose a deal.
We have 2 more months before the end of Q4 2025. This means you can go back to all your lost opportunities, see which ones were lost because of a missing integration, and reach out to your contact to tell them about this new option you just found.
Some may have already started working with a competitor, but a lot of them would have resorted to building the integration internally, or keeping the status quo going.
It’s an easy way to salvage deals that were lost because this option wasn’t on your radar before.
And that’s it. If you want to get a fast-track demo to Hotglue, hit me up on LinkedIn or send me an email at [email protected].
Hope this helps.
Cheers,
Thibaut Souyris
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