The Modern Software Buyer: What They Want & Why They Want It

When it comes to selling software, we have a tendency to overthink the buying process.

The modern software buyer is a savvy, informed individual who knows exactly what they want and why they want it.

They are just like you and me.

The idea of getting in their car, driving to Target, and standing in a crowded line to buy toilet paper is exhausting. Why do that when it can be delivered in two days?

Finding a software solution to their work challenges is no different.

They will do their research, discover what features they need to achieve their goals, and choose the solution that provides the best experience and allows them to realize the value fastest. 

Here are a few staples to what the modern software buyers are looking for.

An Interactive Sales Experience

One of the biggest things that modern software buyers want is control over the sales process. Of course they want a solution that can be tailored to their specific needs, and that can be easily integrated with other tools and systems that they are already using. But they want to control the discovery of that tool, and the process in which they realize its value. 

If you get together with sales reps in the software sector, you’ll often hear them talk about how challenging it is to sell to modern buyers. That is, of course, true, but so too is buying software! There are so many options and so many things to consider.  Making matters worse, most companies are not curating a sales experience that empowers prospects to control the process.

How can you stand out?

By providing an interactive sales experience. Don’t send prospects a stale sales demo or a deck stuffed full of screenshots. Let them get their hands on the real thing by adopting a product-led growth strategy.

A Solution that Will Scale With Their Growth

Another key factor for modern software buyers is the scalability of their potential solution. The modern workplace is more dynamic than ever before, and buyers are looking for software that can adapt to their changing needs. 

Yes, your product can solve the issue that is causing their engineers to pull their hair out today, but will it solve the problems of tomorrow?

No company worth its salt is complacent with where they are – certainly not in tech or SAAS. 

As businesses grow, their software needs change, and they need a solution that can keep up with their expansion. 

Ensure that your prospects know that your tool can grow alongside their business. 

Seamless Onboarding

It’s critical that during the sales process your prospects feel that the eventual onboarding and adoption of your software will be smooth. Nobody likes a clunky onboarding experience that presents new challenges like a game of whack-a-mole. Before they pull the trigger, they want to know that they, and their team members, can quickly and seamlessly begin using your product.

Buyers do not want to waste time learning how to use new software, they want solutions that are intuitive and user-friendly. The modern workforce is diverse, and businesses need software that can be used by employees with varying levels of technical expertise.

This is why we’re seeing an explosion of machine learning and artificial intelligence in the space. People want their work to be easier and more efficient. 

Instruqt Does Literally All of This

What if I told you that there was a tool that would help your sales teams provide an interactive sales experience, present the scalability of your solution, and allay any fears of an arduous onboarding process? That would be pretty neat, huh?

Instruqt is all of that and more. As the only product growth suite on the market, Instruqt empowers our clients to provide their prospects with an interactive, hands-on product experience. Instead of catching a glimpse of your product, your prospects will be able to play with your actual software, in their own browser.

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That’s right. No plugins, no downloads. They control the process.

Learn more about how Instruqt is leading the way in product education by getting a hands-on look.

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