In 2025, procurement isn’t just cost-conscious—they’re portfolio-conscious. Companies are actively seeking to reduce their vendor count, trim licensing overhead, and simplify integrations.
This environment favors vendors who can credibly say: We replace three tools with one—and here’s how.
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The New Buying Criteria
Price is still a factor, but “cost-to-operate” is the real battleground:
- Admin hours saved
- Compliance risk reduced
- Integration points eliminated
- User training simplified
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Three Manager Actions for the Consolidation Era
1) Coach Consolidation Discovery
Your reps need to uncover:
- What tools overlap with yours?
- Who owns the renewal for each?
- What are the non-negotiable features or controls?
This isn’t just curiosity—it sets up the replacement story.
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2) Show the Platform Fit
Buyers want to see where you slot into their architecture:
- Reference diagrams showing integration points
- Security alignment (SSO, SCIM, SOC2, GDPR)
- Data flow and auditability
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3) Prove Payback
A 12-month payback model beats a generic ROI claim.
It should:
- Use conservative assumptions
- Be editable by the buyer
- Show both hard savings (licenses removed) and soft savings (hours saved)
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Sandler Method in Consolidation Selling
- Budget Step-Down: Start with the cost of doing nothing and compare to your platform scenario.
- Third-Party Evidence: Use customer case studies where consolidation was the key driver.
- Decision Timeline: Many consolidation decisions happen in Q4/Q1—know the buyer’s fiscal rhythm.
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Manager’s Implementation Checklist
- Create a Consolidation Battlecard for your top three competitors/tools you replace.
- Role-play the “replacement conversation” with finance and IT personas.
- Require an executive summary in every late-stage deal covering risk, cost, integration, and adoption.
