In this episode of TCS+, Huxtable – MD at Braintree, and Van der Westhuizen, the company’s business applications sales manager, tell TCS+ about important considerations companies should take into account when looking to solve business problems through software. Many businesses often overlook key factors that can significantly influence their purchasing decisions. For instance, understanding the specific needs of different departments can help tailor solutions that better address their unique challenges. Huxtable and van der Westhuizen delve into:

• How customers don’t really know what they want because they tend to hyperfocus on solving pain points instead of looking at the bigger picture. This often leads to piecemeal solutions that may not integrate well, causing more issues in the long run. Instead, a holistic approach should be considered, where companies assess their overall operational efficiency and identify how software can play a role across various functions.
• Balancing short-term vs long-term thinking in purchasing decisions is crucial. While immediate needs may drive urgency, it’s vital to consider the scalability and adaptability of software solutions for future growth.
• The importance of unlocking value versus thinking of software as a grudge purchase. Many organisations view software expenses as necessary evils, but it’s essential to see them as investments that can generate returns if chosen wisely.
• The flexibility provided by the Microsoft suite of business applications allows businesses to customise their solutions to better fit their workflows, thus enhancing productivity and satisfaction among users.
• How to balance personalised solutions with maintaining a consolidated view in multi-faceted businesses. This involves ensuring that while departments can tailor their software, there is still a cohesive strategy that aligns with the organisation’s overall objectives.
• How to deal with resistance from employees in implementation projects, especially where artificial intelligence is involved. Change management strategies and training sessions can alleviate fears and facilitate smoother transitions to new software systems. Huxtable and Van der Westhuizen are passionate about using software to drive value creation in business, and their energy comes through vividly in this engaging interview.