Selecting an enterprise SaaS partner is a decision most organizations live with for years. The choice affects daily operations and the long-term stability of the platform.
In this video, Kent Waltman, Chief Administrative Officer, and Will Trepp, Co-Founder and COO of Rockport, discuss what firms should evaluate before committing to a commercial platform. They speak candidly about sustainability, pricing discipline, and why understanding the company behind the software matters as much as the product itself.
The discussion also addresses how pricing can signal long-term viability. A platform that appears inexpensive at the outset may raise questions about whether it can continue investing in security, infrastructure, and support. The focus remains on durability and accountability over time.
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You really have to ask yourself as a customer, am I getting into bed in a long-term relationship with someone who understands what, really, what's involved here? Ultimately, you want a long-term relationship with a company that's knowledgeable and understands what they're doing, what they're expected to deliver, and how to deliver it. You also want a company that's sustainable. So, I've also had companies who come in and price things at a level that I simply know isn't sustainable. And in those instances, I've questioned whether the customer understands that.
And do you really want a mission critical enterprise piece of software being delivered by someone who may not be around, simply can't sustain this long term financially? And those are the main areas where I've seen where I question whether all the facts are known and understood. You get what you pay for. And so, if the price is super cheap, either by definition you're not going to get a lot or that it's a teaser. And ultimately, you're going to have to pay more down the road.
When you compare it to what is it that I need and want, what level of service I am expecting, ultimately, and what are the contractual obligations that I'm expecting this company to fulfill and need them to fulfill in order to protect my clients, and their data. I've got to compare that to the price and if it seems too good to be true, it probably is. You can get a Toyota, or you can get a Mercedes, but you can't get a Mercedes for a Toyota price.
And it really is that simple. If you are, something's wrong. If you're being promised that, something's wrong, and it's simply not sustainable.