Why You Need a Technology Consultant, Not a Broker
The world of business technology is complicated, and it’s not uncommon to seek out third-party help to guide you through the buying and installation process. But given the number of companies that will offer their assistance, it’s important to make a distinction between technology brokers and technology consultants. Here’s what you need to know.
This is one of the most important distinctions between the two business models. Typically, a broker works on commission, while a consultant makes money by charging a set monthly or one-time fee to help you set up a specific project.
As a result, a broker is incentivized to sell you as much as possible, either in the form of multiple products that might be redundant or expensive products that might be more than you need.
On the other hand, a consultant doesn’t make more or less money depending on what selection of products they can convince you to purchase. Their main priority is to satisfy your business technology needs by finding the right solution, not the most expensive one.
It’s in a broker’s best interest if you don’t know exactly where your money is going or why — they’ll tell you that you need a given tool or solution, but they won’t give you enough information to make an informed decision about the purchase.
A consultant’s primary incentive is the success and trust of their client. In order to earn that trust, a consultant will put a strong emphasis on transparency and clarity, explaining in clear terms what exactly you need and how best to solve your problems.
For any given technology problem, there are many possible solutions. A broker’s goal is to get you to sign up for one particular brand or company, regardless of whether that brand is the best fit for your organization. As a result, they may exaggerate the capabilities of their software or downplay its costs.
A consultant will find the right tool for you, not the largest or most expensive. We’ve written before that despite its sterling reputation, Salesforce isn’t always the optimal CRM solution for every company — the same is true for every category of product, from project management to data backups to cybersecurity. You need a brand-agnostic approach to find the software that’s truly right for you.
It’s in a broker’s best interests to keep the status quo, asking you to renew the same product subscriptions over and over indefinitely. They might offer you a “shopping” period each year, but that’s typically a disguised opportunity to upsell or cross-sell more of the company’s products.
A consultant, instead, can help you to craft a plan for the near-, mid-, and long-term future of your company. This might involve buying new software, but it might also involve weaning yourself off of tools that you’ve outgrown or consolidating your operations to minimize the number of tools you need.
Talk to Madison Taylor Technology
Whether you need help on a one-time project to get your company’s technology stack off the ground or you’re looking for ongoing consulting that will keep your security up to date, Madison Taylor Technology can help. We’re a full-service, brand-agnostic technology consultancy that can advise and assist with any of your business technology needs. If you’re ready to start taking your company’s technology seriously, get in touch today!
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