A Scrum and a Try | Winning with a GRC Platform
As a salesperson at Onspring, I’m very fortunate. Our product does most of the selling itself, but my input is crucial at the point of a prospective client’s first exposure to our product. This usually happens when they get that glimmer of a thought that spreadsheets, email, shared drives or outdated software aren’t cutting it anymore and that maybe, just maybe, there is a better, more efficient way to do things with Onspring.
That’s my opportunity to give them all the confidence in our product by providing details about the platform, sharing similar experiences of our existing clients, and not only hearing their struggles and concerns, but also giving them a glimpse of what life could be like with Onspring. Regardless of the resources I provide or how green the grass looks on the other side, it’s ultimately up to the prospective client to decide if they’re up for something that’s unique to them and their organization, and do something that they must face on their own: change.
It’s an awful word—change—and it makes my stomach churn just thinking about it. I’m a person of habit, an INTJ—someone who pretty well knows what she’s capable of and knows very well what she’s not. I prefer routines, I’m okay with being “so predictable,” and I tend to like things just the way they are (yes, you and I are in full agreement that my cat will never, ever pass on to kitty heaven, and I’ve definitely purchased the same pair of shoes in multiple colors). Delusion/fashion sense aside, and even if you’re nothing like me, you know that change is, at the very least, a little uncomfortable.
It’s only recently that I’ve embraced—or, dare I say, tackled—a new change in my extracurricular life by trying a sport new to me: rugby.
Yes, you see it coming; here’s where I make an extended sports analogy rampant with sports puns and attempt to apply it to my work life. Ready? Well, as the ruggers say, “I’m with you…”
So, back to the changes. Facing the unknown can be daunting. I’ve felt it in my interest in learning to play rugby and from prospective clients. Here are some of the first thoughts that flood the mind:
Starting to gather basic information was the first step for me, and it tends to be the same for prospects. Fortunately, my partner is a rugby enthusiast, former player and current coach, so I sort of cheated in that arena. Regardless, education and awareness ease the nerves. I started reading guides and watching YouTube clips, and I upped my exercise regimen, just in case I wanted to give it a shot. The Onspring sales team knows you probably don’t want us to sit on the couch with you and watch Onspring videos after just having spoken for the first time, but we do our best to make you feel at ease with the resources available to help with education and awareness of where you’re at in your processes and where you can be in the future.
In addition to being my superior help, my S.O. was plugged into the Kansas City Jazz Women’s Rugby club, and he told the coach I was coming to practice about two hours before he told me I was going. After getting over the initial shock of his gall, and after an embarrassing fifteen minutes of sheer ego boosting, I decided I would give practice a shot.
I’ve asked for things from salespeople, and I know it can be almost as terrifying as this experience. This is probably when the interested person requests resources, whether that’s a demo, a data sheet, or a case study, then screens imminent sales calls. Or politely answers and lets the salesperson know, “I’m simply gathering information at this time.” I’ve been on both sides of the phone in that experience and know it’s not very comfortable, but if we approach the situation in earnest and give it our best shot, it will all be okay.
It happened to be more than okay for me on the “pitch.” After my first practice, I was enamored. I found something special in the culture of the sport and the challenge in its possibilities. I’d started to get the basics: pass backwards or laterally, but never forward; it doesn’t hurt (as much) if you practice tackling and being tackled; a “scrum” is more than a brief meeting your boss calls; and rugby women are stunningly powerful.
Getting started with anything new can be uncomfortable—adjusting to new movements, pain, patterns, functionality, and opportunities. But getting the basics is a good first step: Onspring is a no-code platform—our GRC is top-ranked; solutions can be as integrated or segregated as preferred; individuals can have tailored access and views of information, based on their specific role or group needs.
Whether in rugby or software selection, it’s easy to see that what can result is a special community of individuals—with or without mouthguards—who have pushed themselves and cultivated a strong bond by tackling change. See, it isn’t nearly as hard or daunting in retrospect when the results are incredibly satisfying, be it on a pitch or a platform.
My rugby play has become a lot like Onspring—it’s on it.