Top 10 Reasons NOT to work with a Tech Broker

As your trusty neighborhood broker of business security solutions, we've heard a wide range of reasons why businesses decline to work with us. These are all logical fears, but they generally miss the entire point of independent brokers vs direct sales people.

Today, let's look at some of the most common concerns, and the truth about what working with an independent broker is all about:

Concern #1: Perceived Lack of Control: You might feel more in control working directly with vendors, as brokers could be seen as middlemen who complicate communication.

Truth: Working with an independent broker can actually increase control by offering a broader range of options tailored to specific needs, rather than being limited to the solutions of a single vendor. Brokers act as advocates for the client, ensuring that their requirements are met.

Concern #2: Trust Issues: Concerns that an independent broker may prioritize their commission or relationship with vendors over your best interests.

Truth: A reputable broker’s success depends on long-term client relationships and positive referrals. Brokers are incentivized to act in the client’s best interest to maintain their reputation and grow their business, leading to a focus on client satisfaction.

Concern #3: Limited Vendor Relationships: Fear that the broker may not have access to the full range of vendors or solutions, limiting the options available.

Truth: Independent brokers often have a wide network of vendor relationships, allowing them to present multiple solutions that best fit the client’s needs. They are not tied to a single provider and can offer a more customized and flexible approach.

Concern #4: Added Costs: Belief that working with a broker could introduce additional costs, whether through direct fees or hidden markups.

Truth: Brokers can often negotiate better pricing due to their volume of business with vendors, potentially reducing costs. Additionally, brokers typically earn commissions from vendors, meaning there’s no extra cost to the client.

Concern #5: Misalignment of Goals: Concerns that the broker's goals (closing deals quickly, for instance) may not align with the long-term strategic goals of the company.

Truth: A good broker’s primary goal is client satisfaction, as it leads to repeat business and referrals. Brokers succeed when their clients succeed, aligning their interests with the client’s long-term goals.

Concern #6: Vendor Bias: Worry that the broker might push certain vendors or solutions because of existing relationships or incentives, rather than what’s best for the client.

Truth: Ethical brokers prioritize client needs and present unbiased options. They can offer insight into which vendors are most reliable or suited to specific industries, adding value that goes beyond mere sales.

Concern #7. Complexity in Support: Preference for dealing directly with vendors for support, fearing that using a broker might add layers of complexity in resolving issues.

Truth: Brokers often streamline support by managing vendor relationships on behalf of the client. They provide a single point of contact for issue resolution, simplifying the process rather than complicating it.

Concern #8: Security and Compliance Concerns: Concerns that an independent broker might not fully understand or prioritize the specific compliance and security needs of their organization.

Truth: Experienced brokers understand the importance of security and compliance and can help navigate these complexities by recommending vendors that specialize in meeting these requirements, ensuring that solutions are compliant from the outset.

Concern #9: Inconsistent Quality of Service: Fear that the quality of service and expertise could vary significantly between brokers, making it a gamble to rely on them.

Truth: Quality of service is a cornerstone of a broker’s business. To build a strong reputation, brokers must consistently deliver high-quality service. Due diligence in choosing the right broker mitigates this concern.

Concern #10: Reputation Risk: Worry that using a broker, especially if something goes wrong, could reflect poorly on the IT leader's decision-making.

Truth: Using a broker who thoroughly vets vendors can enhance an IT leader’s reputation by demonstrating a commitment to finding the best, most cost-effective solutions. Success stories and positive outcomes further enhance credibility.

I get it, most people are COMFORTABLE doing what they've always done, buying their tech solutions directly from the vendors, despite the pitfalls in this process (biased, duplicitous sales reps with quotas, endless time spent shopping, comparing, selecting and implementing new solutions, etc). Trying it a new way can be scary. But I promise you, giving CloudHound a chance will be a choice you won't regret!