How to Sell EHS Software to Your IT Department

As all successful marketers know, to win over your target audience you need to: one, know what your audience cares about, and two, speak their language. Trying to get IT approval on your EHS software initiative is no different. Identifying how your EHS software initiative will improve your IT department’s pain points and understanding the key terminology they use will go a long way to securing their approval.

So, what does your IT department care about?

  1. Resources (Time & Funding)
    Each system in your organization needs to be maintained. That can include adding users, managing permissions, updating software to more secure versions, or paying renewal fees. The more software a company uses, generally the bigger headache for IT. Therefore, consider looking at fully integrated EHS management systems over point solutions. It’ll be easier and more affordable for your IT department to maintain. Ever better – showcase how your proposed EHS management system can replace and reduce the multiple point solutions you use today.
  2. Data Security
    Between internal company confidentiality rules and ever-changing legislation on personal data security, your IT department cares a lot about the security of any new systems. Security concerns include GDPR, HIPPA, AICA SOC 2 and SOC 3, PIPEDA and STAT Self-Assessment. Make sure to ask your EHS vendors about their compliance to these security standards, and come to your meeting with IT prepared to showcase that the vendors you are recommending can meet or exceed these security requirements.
  3. Integrations with Current Systems
    Integrations are often built to share information across two or more systems. A good example is HR information systems and EHS management systems – both have separate needs, but sharing information (such as employee org charts or learning course information) can be valuable to the end user. To avoid timely and costly projects to build these integrations, look for EHS systems that already have established integrations with your other software providers. If integrations are not already established, make sure that your EHS system has an API so that one can be built.

Finally, make sure to include IT early on in the buying cycle. They will have their own set of criteria and their own due diligence to perform before a software purchase is approved – and will be invaluable as you select your final vendor.

 

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