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How do you pitch your IT solution to different decision makers?

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Pitching your IT solution to different decision makers can be challenging, especially if you don't know their roles, needs, and preferences. You need to tailor your message to each stakeholder and show how your solution can solve their specific problems, deliver value, and fit their budget and timeline. In this article, you'll learn how to pitch your IT solution to four common types of decision makers: the technical expert, the business user, the financial buyer, and the executive sponsor.

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Kriti Chhaparwal

Building collaborative ecosystems that drive business growth
Joy Izomor, MBA, BSc

I am a sales professional, skilled in relationship building, client retention, vendor negotiations, and customer needs…

1 The technical expert

The technical expert is the person who evaluates your solution from a technical perspective. They want to know how your solution works, what features and benefits it offers, how it integrates with their existing systems, and how it meets their security and performance standards. To pitch to the technical expert, you need to demonstrate your expertise, use clear and accurate technical language, provide relevant data and evidence, and address any potential risks or challenges. You can also use code blocks to show examples of your solution's functionality or configuration.

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Kriti Chhaparwal

Building collaborative ecosystems that drive business growth
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Pitching IT solutions to technical experts requires diving deep into the product architecture, integrations, data flows and sometimes, and info security. The objective is to instil confidence in the technical experts by providing comprehensive information and addressing their concerns to help them make informed decisions. Asking for questions to be addressed or specific areas of focus prior to a call helps tailor the conversation to address relevant areas. Often, technical experts work off of a checklist and it always helps to get the checklist and respond as a follow up with details on the solution, relevant policies and documentation to help with the decision making.

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Joy Izomor, MBA, BSc

I am a sales professional, skilled in relationship building, client retention, vendor negotiations, and customer needs assessments. I am passionate about driving transformative change and sustainable growth.
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In my experience pitching my IT solution to different stakeholders is like a doctor who administers drugs to different patients. First you have to understand the stakeholders sector, his project, his goals, his initiatives on how to achieve the goals, his obstacles that’s preventing him from achieving his goals and then show him our our IT solutions can help him to achieve that. This way he understands the value of my solutions and he will definitely go for it, knowing what he will benefit at the end.

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Yogesh Buchake

VP Global Sales | Driving Business Transformation with Data, BI & AI
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When engaging with a technical expert, it's crucial to showcase your comprehensive understanding of your solution. Ensure your communication is clear, concise, and technically accurate, addressing any potential concerns or issues. Utilize relevant data and examples to highlight the effectiveness and compatibility of your solution within their existing infrastructure. By demonstrating your expertise and aligning your proposal with their technical requirements, you can build trust and credibility, facilitating a smoother decision-making process.

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2 The business user

The business user is the person who uses your solution on a daily basis to perform their tasks and achieve their goals. They want to know how your solution can make their work easier, faster, and more efficient, how it can improve their productivity and quality, and how it can support their collaboration and communication. To pitch to the business user, you need to show empathy, use simple and engaging language, highlight the key benefits and outcomes of your solution, and provide relevant use cases and testimonials. You can also use visual aids, such as screenshots, diagrams, or videos, to illustrate how your solution works and what it can do for them.

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Yogesh Buchake

VP Global Sales | Driving Business Transformation with Data, BI & AI
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When presenting to a business user, it's essential to emphasize the practical advantages and user-friendly aspects of your solution. Use relatable language and relatable examples to illustrate how your solution can enhance their workflow, productivity, and collaboration. Incorporate engaging visuals and user testimonials to underscore the positive impact and value your solution can bring to their everyday tasks. By demonstrating a clear understanding of their operational needs and showcasing the tangible benefits of your solution, you can build confidence and encourage adoption.

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3 The financial buyer

The financial buyer is the person who controls the budget and approves the purchase of your solution. They want to know how your solution can generate revenue, save costs, or increase profitability, how it compares to other alternatives, and how it fits their financial criteria and constraints. To pitch to the financial buyer, you need to show credibility, use precise and factual language, emphasize the value proposition and return on investment of your solution, and provide clear and realistic pricing and payment options. You can also use numerical data, such as metrics, graphs, or charts, to quantify the impact and value of your solution.

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Yogesh Buchake

VP Global Sales | Driving Business Transformation with Data, BI & AI
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When addressing the financial buyer, it's crucial to highlight the cost-efficiency and long-term financial benefits of your solution. Utilize precise and data-driven language to underscore the potential return on investment, cost savings, and revenue generation associated with your product or service. Present clear and comprehensive pricing details, along with flexible payment options, to demonstrate a commitment to accommodating their financial constraints. Incorporate compelling visual aids, such as informative graphs or charts, to illustrate the quantifiable value and economic advantages your solution offers. This approach can instill confidence in the financial buyer and facilitate informed decision-making.

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4 The executive sponsor

The executive sponsor is the person who has the authority and influence to champion your solution and drive the decision process. They want to know how your solution can align with their strategic vision and goals, how it can address their key challenges and opportunities, and how it can create a competitive advantage or differentiation. To pitch to the executive sponsor, you need to show respect, use concise and compelling language, focus on the big picture and long-term benefits of your solution, and provide a clear and actionable plan for implementation and support. You can also use stories, anecdotes, or case studies to demonstrate how your solution has helped other similar organizations achieve success.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you pitch your IT solution to different decision makers?

1

2

3

4

5

1 The technical expert

2 The business user

3 The financial buyer

4 The executive sponsor

5 Here’s what else to consider

IT Sales

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How do you pitch your IT solution to different decision makers?

1

2

3

4

5

1 The technical expert

2 The business user

3 The financial buyer

4 The executive sponsor

5 Here’s what else to consider

IT Sales

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