Things Possible with SI Partners but Not a Pricing Vendor

The demand for pricing software has surged among companies as economic conditions continue to pose challenges globally. Many businesses are switching to automated price optimization and management software to enhance efficiency and prevent margin loss. However, some companies face a predicament when their internal IT team lacks the resources to handle the pricing software implementation and integration tasks, or they are already occupied with other assignments. If this situation resonates with you, it may be time to consider working with a System Integrator (SI). 

For over a decade, Pricefx has been enabling numerous businesses, like yours, to discover their distinct pricing niches using innovative pricing software technology. Often, customers are paired with pricing industry partners, such as SI partners, to help them accomplish their specific business objectives, integrate their software, and swiftly achieve a return-on-investment (ROI). 

In this article, Canidium teams up with Pricefx to let you know the things an SI partner brings to the table that a pricing software cannot. We will begin by giving a brief rundown into what an SI partner does before drilling down into the specifics of the benefits an SI partner can provide, how SI partners and pricing software vendors work together, the expertise SIs add and the streamlining they provide to a pricing software implementation. 

What a System Integrator Is & What They Do  

System Integrators (SIs) possess the technical expertise and experience necessary to implement and integrate a pricing software solution into various other systems, such as e-commerce platforms, CRMs (Customer Relationship Management Systems), ERPs (Enterprise Resource Planning), and more. As a result, even if your business has disparate systems, a good SI can link and harmoniously integrate them all together. 

While some SIs focus solely on implementations and integrations, others also offer pricing strategy consultancy services. This can be advantageous for many businesses as it provides a ‘one-stop’ pricing partner shop. 

Why Consider Working with a System Integrator? 

In the current pricing landscape, organizations require an elevated level of synchronicity between their different business systems to enhance pricing efficiencies, optimize prices, and prevent margin leakage.  

Unintegrated systems can result in significant cost increases, double-handling, and errors, akin to attempting to maintain a consistent pace on a morning run while one leg walks rapidly, and the other leg is tied to a tree. 

The Benefits of Working with An SI Partner Rather Than a Pricing Vendor 

When considering a pricing project, it is important to know the advantages of working with an integration partner who has worked with the vendor before. These partners have expertise and deep knowledge of the data used by the pricing software for price and profit management. They are also familiar with the core systems used to facilitate integration efforts. Pricing software tends to have integration points with CRM (Customer Relationship Management), quoting platforms, and ERP (Enterprise Resource Planning) systems, and pulls in information from all these areas. An SI partner familiar with all these systems and integration points can be a huge advantage for the customer. 

Another benefit of working with an SI partner is their familiarity with the stakeholders and key players. This is important to facilitate decision making and eliminate any blockers to ensure that the project has the support of executives in the company. Pricing projects take time and people are always looking for immediate results. There are budget and implementation discussions, and it is important to ensure that all the departments cooperating in the project are on the same page and have the same marching orders. 

A systems integrator in a pricing project may offer a broader view of technology. Often a single solution may not solve all the requirements or offer a complete solution. Systems integrators may be able to offer solutions such as enterprise reporting or the ability to present data in a more consumable fashion than a single technology-focused pricing software vendor. They can also be more flexible in resource availability, incorporating contract resources, if possible, who are trained in the technology. Pricing software vendors cannot always control their resource availability. It is best if the customer uses an SI partner that they trust. The larger system integrators tend to have a well-developed delivery methodology, a robust PMO organization, and skilled project managers who have worked across a variety of industries, bringing a tremendous amount of expertise to the project. 

When considering a pricing project, it is essential to understand the benefits of working with an SI partner. They offer familiarity and expertise with the data and systems used, have a broader view of technology, are more flexible in resource availability, and have a well-developed delivery methodology. With these advantages, working with an SI partner can ensure that the project is completed successfully, with the support of executives in the company, and all departments cooperating in the project. 

How Do SIs Work with Pricing Software Vendors to Ensure Your Success? 

When it comes to implementing pricing software, it is crucial that SIs understand their capabilities and qualifications. If pricing software is not their core competency, SIs need to work closely with the pricing vendor and utilize consulting resources, particularly in the planning and design phase of the project. It is essential to bring in a resource or resources right at the start to ensure that proper requirements are gathered, and data and needs are thoroughly understood. This effort requires a combined effort between the SI and the pricing vendor, with the goal of ensuring the project starts correctly. 

 Unless the SI has a robust pricing practice (which some larger systems integrators do), they will need to lean heavily on the pricing vendor at the project’s conception. The pricing vendor’s consulting services can help ensure that project targets are properly addressed and subsequently executed. While some SIs may have pricing departments and consulting services, they may not specialize in the pricing software product being implemented. Consequently, SIs must still reach out to the software vendor to ensure success in the implementation process. 

Successful implementation of pricing software requires a joint effort between systems integration partners and pricing software vendors. SIs must be aware of their capabilities and qualifications and work closely with pricing vendors to ensure that proper requirements are gathered and understood in the planning and design phase. 

Ultimately, SIs must work collaboratively with pricing software vendors to ensure the success of the implementation process. 

What Specific Expertise & Experience Does an SI Bring to a Pricing Software Project?  

Systems integrators bring specific expertise and experience to pricing software projects, especially in implementation management and integration. Working with a systems integrator who has knowledge in areas like CRM, commerce, ERP, data management, and finance can help you address complex pricing challenges.  

SIs not only offer integration expertise but also understand the data points that need to be addressed, and can even provideadditional data points if required, which software pricing vendors cannot do. 

What’s more, partnering with an SI can lead to greater pricing project efficiency and success.

Another advantage of working with an SI is the mitigation of risk. Companies that have previously worked with an SI on several projects tend to trust them more than other vendors with the implementation, as they have already experienced success with the SI. The decision on what clients buy and how they implement that solution is ultimately driven by their view of risk.  

Usually, organizations tend to go back to the same systems integrator to mitigate the risk of working with new vendors, even if they are great software development companies.  

How SI Partners Help by Streamlining Pricing Processes & Integrate Pricing Software with Other Systems 

Partnering with a systems integrator (SI) can help companies streamline their pricing processes and integrate pricing software with other systems and platforms. For example, a large commodities company we are aware of was able to successfully implement a pricing software solution by utilizing their preferred SI, which they had been working with for 20 years. Similarly, we know of other chemical and paint manufacturers that have used their previous ERP vendor as an SI to implement their pricing software because they understand the process and have deep expertise and experience with the company. 

By working with an SI that is already familiar with the company’s data stores and has participated in data cleanup and governance, the pricing software vendor can walk into a situation where they do not have to stop and request that everything be cleaned up. 

This saves a lot of time and effort in the implementation process and ensures that the data is accurate and readily available.

Companies that already know the integrator’s methodology and implementation methodology are more comfortable with the process and can better understand the velocity of the project and where they are in the project timeline.

Successful integrations with an SI have resulted in improved business outcomes for both the pricing software vendor and the company. The SI understands the selling process, the pricing process, and where everything is located, which makes the implementation process smoother and more efficient, leading to improved business outcomes. 

System Integrator Insights to Best Pricing Practices 

Pricing and quoting are crucial aspects of any business, and as a systems integrator with years of experience, we have observed several best practices in this area. During interactions with clients, we have noticed that the most efficient pricing strategies involve software that can calculate commissions, as it saves time and provides accurate calculations. The importance of seeking advice from compensation experts who can share best practices and compensation plans that drive the right behavior cannot be underestimated. This way, businesses can ensure that their pricing strategies align with their overall business goals. 

While a particular pricing software may work well for a business’s current needs, it may not meet the requirements of future acquisitions or services. As companies expand, they acquire new divisions or services that may have unique needs that their current software cannot meet.  

It is essential to choose pricing and quoting software that is not only functional, usable, and maintainable but also scalable to accommodate future acquisitions or services. By keeping these factors in mind, businesses can make informed decisions when selecting software that aligns with their overall pricing strategies and long-term goals. 

The Best Driver for the Integration Job 

Now you know it is clear that a systems integrator brings a unique set of skills and expertise to the table that a pricing software vendor simply cannot match.  

While the software vendor focuses on building the best race car (i.e., pricing software), it is the SI partner who drives it on different tracks and under various conditions to ensure that it works for the customer as quickly and efficiently as possible.

With experience integrating different systems and working with various organizations, the SI partner is well-equipped to focus on the processes, data, and users that ultimately determine the success of the implementation. In this way, the coupling and integration between the two is incredibly positive and can lead to more efficient and profitable companies. 

The most successful SI partners are those who focus on the process and the data rather than solely on the technology. By looking beyond the pricing software and deeper into the organization, the SI partner can identify ways to make the company more efficient, profitable, and scalable. This is a critical value-add that only a skilled and experienced systems integrator can provide. While the pricing software may be part of the solution, it is the SI partner who brings the plus that ultimately leads to successful implementation.  

If you would like to learn more in depth on how to choose the best pricing software partner for the pricing assistance your organization requires (from systems integration to strategy assistance or even the services of an Independent-Software-Vendor (ISV, or even a Value-Added-Reseller (VAR) a combination of for your business, check out this handy article: 

Happy Pricing!