When it comes to evaluating telematics solutions, it’s easy to get fixated on upfront costs. However, to make a truly informed decision, it’s essential to analyze the Total Cost of Ownership (TCO). We keep here this concept but it seems “we know better”. This encompasses all expenses associated with the solution over its entire lifespan, including subscription fees, hardware costs, installation expenses, future upgrades, warranty period, alignment with future developments and ongoing maintenance costs. By considering TCO, you can ensure that you’re not only getting the best value for your budget but also selecting a solution that meets your long-term needs. Sometimes a one time investment! I always make this comparison with things that you buy for your own.

Let’s see a scenario that illustrates the importance of TCO, drawn from real-life experiences, actually…the story of my life (in telematics):

Client: “Your product is too expensive!”

Me: “I understand your concern. Why do you say it is too expensive?”

Client: “I have found a cheaper solution elsewhere.”

Me: “Is cost your primary concern, or are you more focused on solving the problem at hand?”

Client: “Well, cost is important to me, but I also need a solution for this issue.”

Me: “I completely understand. Let me ask you this: Would you prefer to pay less now and risk not fully solving the problem, or invest more upfront to ensure a comprehensive solution that addresses your needs effectively?”

This scenario highlights a common dilemma faced by businesses: the balance between cost-based thinking and results-based thinking. While it may be tempting to opt for the cheaper solution upfront, it’s essential to consider the potential consequences in the long run. As the saying goes, “When you buy cheap, you buy twice (at least).” Instead of focusing solely on cost, prioritize value. Investing in a solution that delivers tangible results and meets your requirements is ultimately more beneficial in the long term.

Let’s see a possible continuation of the dialogue above with you in the main role:

Client: “I see your point, but I still need to consider my budget.”

You: “Of course, budget considerations are important. However, it’s crucial to weigh the immediate cost against the long-term benefits. A cheaper solution may seem appealing now, but if it doesn’t fully address your needs, it could end up costing you more in the long run.”

Client: “I understand the importance of finding the right solution. But how can I justify the higher upfront cost to my stakeholders?”

You: “That’s a valid concern. One approach is to present a detailed analysis of the Total Cost of Ownership (TCO). By factoring in all expenses over the solution’s lifetime, including potential savings from improved efficiency and reduced downtime, you can demonstrate the value proposition more effectively. Additionally, highlighting the risks associated with a cheaper solution, such as limited functionality or inadequate support, can help justify the higher upfront investment.”

From this point, the discussion will get in a different area, one related to relations, trust, listening, consulting, long term partnership.

Dear company that you are looking for a telematics solution, try to make a step near and see a bit some other perspectives on choosing a solution.

Dear sales people in telematics industry, do not  recite a poem and take you time first to listed to your client needs, understand  them and offer the problem solving solution, not a price.

In conclusion, when evaluating telematics solutions, don’t let upfront costs cloud your judgment. Consider the Total Cost of Ownership to ensure that you’re making a decision that aligns with your budget and long-term objectives. By prioritizing value over cost, you can invest in a solution that drives success for your business. Let’s focus on results, not just price! And this is available for both characters of the dialogue.

If you need help in analyzing the solutions that you needs to choose, or if you and to train your sales team for the telematics industry jungle, just let me know and I will help you.

#Telematics #TotalCostofOwnership #ValueOverCost


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