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Challenges of Selling an HR Tech Software to a C-Suite Leaders

Pranita Sanas | September 8, 2021 | 332 views

The global business environment is experiencing unprecedented change, and the sudden transition from a full-time working office to remote working has changed almost all businesses and job styles. Hence, HR should develop new capabilities if they want to remain relevant.

If you are a software company selling HR Technology, it may sound like a more significant challenge. However, the idea of selling HR Tech solutions to the C-suite is not easy, but it is not very complicated also. The HR Tech software encompasses various categories, namely HR management suits, recruitment, online interview, workforce management, time & attendance management, performance management, administration benefits, core HR and much more. Once you know the needs and expectations of the C-suite (decision-maker), it's a relatively simple process. C-suite executives love numbers. Generating revenue and profits are the top priority for all leaders.


Heading in the market with a new Human Resource Management Software (HRMS), the C-Level executives will be remaining the key decision-makers of your product or service. This article will help you know what it takes to convince a C-suite that an HRMS will help them with excellent ROI and improves workforce & workplace management.

What C-suites are looking for from HR Tech

Efficient recruitment solutions

HR Tech can be applied throughout the recruitment journey of a candidate. Companies searching for industry-specific candidates can now access a large, diversified and pool of skilled talent who is a perfect fit for the position and the work culture. In addition, companies can now hire the right talent beyond their zip code. Applying artificial intelligence and data science algorithms will better picture the candidates’ skill sets and ability to work under pressure. Advanced technology can send automated/customized emails to job aspirants with information such as – interview schedule, test score, etc., reducing the turnaround time.

Succession planning

The need for succession planning comes into the picture due to retirement, promotion, resignation, or diversification of employees. Systems that integrate recruitment are geared towards better succession planning, which is a long-term strategic concern of the c-suite. According to a survey by Harvard business, 63% of private firms did not have an exigency plan for CEO succession, while 69% of firms with less than $50 million in annual revenues lacked a plan. Such complex situations can be handled by making short-term backup plans, such as having a suitable candidate who can take charge of matters without the CEO. He should be able to objectively evaluate the CEO’s effect and role on the organization. Remember, succession planning and talent management are closely related processes; therefore, there is a need to integrate succession planning with talent management and the hiring process.
For better solutions, a comprehensive hire-to-retire, HR Tech-driven succession planning culture must be rooted within the organization to uplift employee efficiency, encourage retention, ease risk & uncertainty and ensure cost-effectivity.

Predictive analysis

Predictive analytics comprises several statistical, also known as data mining techniques that study the historical data and its outcomes. These actions then try to derive a formula or algorithm that best mimics these historical findings. This algorithm then uses existing data to predict future outcomes.

How does HR apply predictive analysis? HR possesses a large quantity of people data, usually managed in the Human Resources Information System (HRIS). Applying predictive analytics to the data, HR can become a strategic planner that depends on data-driven and proven predictive models rather than gut feeling. Unfortunately, not all organizations are capable of designing a predictive model for HR. As per Deloitte’s People Analytics Maturity Model 2018, only 17% of businesses globally had accessible and utilized HR data.

Challenges of driving HR Tech decisions


Steps to attract C-suite to buy HR Tech software’s/solutions

“Great salespeople are relationship builders who provide value and help their customers win.”
- Jeffrey Gitomer, American Author, Professional Speaker, and Business Trainer.

Verified client reference

Many C-suite executives are risk-takers, but they do not want to be the early birds regarding Human Resource Management Software (HRMS). They will not adopt a product without studying about a product or knowing its track record of success. As a comparative study, it is always advisable to provide them with references of similar-sized companies or industry, with a relatively similar workforce or work culture.

Ensure a long-term vision and alignment 

All C-suite officials are long-term visionaries. They are capable to chart an expectation plan for the company for 10 years or so. A potential HR Tech software/solution should have a roadmap that your C-suites can invest and support. As core strategic planners, they need to know how the HR Tech will help them attain their company vision supporting HR and employee benefits.

Highlight features that match C-suite expectations

Every C-suit executive comes from different background and mindset; therefore, their particular area may vary. For instance, some may be interested in data analytics, while others seek the finest user experience. Therefore, it is advisable to do extensive research and data analysis on what the decision-makers want from your HR Tech software or solution. Then, based on the research, one should plan a meeting that will showcase the decision-makers area of interest.
The bottom-line of investment for almost all the c-suite executives will remain cost-efficiency and getting value for solutions.

Create a proven growth plan

C-level executives find new ways to run a successful organization with fewer resources and deliver the best service to the organization and workforce. Simultaneously, the HR team seeks the finest talent in the industry to hire and retain for a successful endeavouring.

Final thoughts

The need and requirements of every organization may vary. For example, having the best-in-class or all-inclusive HR Tech solution or software from daily operational excellence to showcasing some of the most effective talent acquisition tools. As an HR Tech sales executive, your role is to understand the needs and help the decision-makers buy your solution that will offer all the features they were looking for to run a successful organization. Overall, HR Tech is a booming industry with an increased budget, so software development companies are developing trending HR Tech solutions, targeting leaders and C-suite executives have several opportunities to make a lasting impact.

FAQ’s

Q. Are HR’s part of the C-suite?

A. The C-suite executives are the CEO, CFO, CIO, and/or COO, while HR is designated D-level or director.

Q.   What are the things you must highlight to sell a HR Tech to a C-level executive?

A.   1. Verified client reference
      2. Ensure a long-term vision and alignment
      3. Highlight features that match C-suite expectations
      4. Create a proven growth plan

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By safeguarding the type of access available to a user in a session based on various risk parameters like location, network, user risk, and devices, organizations can expand their network of authorized ServiceNow users, while also protecting customer and proprietary data. To counter growing security risks beyond the IT department, ServiceNow has expanded Third-Party Risk Management to serve employees in more departments and industries, improving visualization and management of security threats from outside organizations. Third-Party Risk Management gives organizations a single source of truth to easily visualize risk from third-party applications, at scale, for a more holistic, streamlined approach to risk management. New innovations include automated inherent risk questionnaires and out-of-the box due-diligence workflows to drive greater response time and IT team productivity, as well as enhanced executive reporting for improved board-level visibility and organizational agility. Open-source software has become commonplace for application development, but it also can introduce security risks. ServiceNow has introduced Software Bill of Materials (SBOM) management to easily process and ingest software components inventory, gain comprehensive insights into its presence within business applications, assess security risk, and drive response workflows. By extending centralized visibility for third-party and home-grown applications, SBOM gives customers the ability to more easily manage cyber risk that can accompany open-source software. Simplifying mission-critical processes and unlocking value with intelligent automation Companies could automate 30% of worked hours across all industries2, the majority of which include repetitive processes that are necessary for day-to-day operations but aren’t necessarily value-driving. ServiceNow’s Vancouver release allows organizations to do just that, automating manual processes so that employees can focus on more complex work, and driving ROI from digital investments with significant efficiency gains. For example, managing the maintenance, security, and compliance needed for clinical devices diverts clinician energy from patient care to paperwork. ServiceNow’s new Clinical Device Management (CDM) solution simplifies how healthcare providers install, service, manage, and maximize the life of devices, such as MRI and X-ray machines. CDM automates the upkeep and management of these devices, guides staff on ordering parts, and identifies the best technicians for device maintenance, leading to improved patient safety and care. In addition, healthcare providers can save on maintenance expenses related to critical, costly devices. Accounts Payable Operations (APO), an enhancement to Source to Pay Operations, is now generally available as part of the Vancouver release. APO, part of ServiceNow’s Finance and Supply Chain Workflows, automates the accounts payable process, allowing teams to digitize the invoice receipt, reconciliation and payment process, which can positively impact cash flow as well as supplier relationships. With APO, customers can reduce their typical manual processes costs (~$16 per invoice) by up to 80% with automation from ServiceNow.3 Accelerating talent transformation with AI The growing skills shortage and employee demand for continuous learning is pressuring businesses and HR leaders to rethink the way they train and develop talent. Seventy-seven percent of employers report difficulty in filling roles—the biggest skills gap in 17 years.4 To help leaders better meet the needs of their workforce while optimizing for the future of work, Employee Growth and Development (EGD) is generally available today. EGD uses AI to collect, validate, and continuously update employee skills data, giving leaders greater visibility and insight into workforce capabilities so they can make smarter talent decisions that fuel business growth. New in ServiceNow’s Vancouver release, managers can create customized and trackable growth plans for employees that align skills development to career ambitions. Employees can define career aspirations, explore career options, and self-drive career progression through guided actions. AI-powered recommendations and proactive prompts foster more informed career conversations between managers and employees and empower employees to take ownership of their career development all from a single career hub. Both CEOs and CHROs know that skills are a core driver of every company's transformation. To enable this work at scale, technology has to keep pace. ServiceNow is leading the way with our Employee Growth and Development solution, harnessing AI to empower people to grow with more accessible, inclusive, and impactful opportunities, while providing leaders the transparency to see progress across the enterprise, said Jacqui Canney, Chief People Officer at ServiceNow. This solution bridges the gap between employees' existing skillsets and the necessary actions for development, and propels organizational growth while unlocking everyone's full potential. It's not just a tool, it's how we will help reshape the future of workforce development, placing people at the heart of everything we do. As a part of the Vancouver release, ServiceNow also launched Now Assist for ITSM, CSM, HRSD, and Creator to embed generative AI across all workflows on the Now Platform. With this update, customers can accelerate productivity, improve experiences, and increase agility across every business function through the power of generative AI. What customers and partners are saying about the Now Platform Vancouver release EY “Collaborating with ServiceNow has allowed us to implement effective solutions to improve EY finance and procurement teams’ work experience,” said Hank Prybylski, EY global vice chair – transformation. “Building on this valuable alliance, new solutions in ServiceNow’s Finance and Supply Chain Workflows, such as Accounts Payable Operations (APO), will help EY teams operate more efficiently by connecting a wide range of data, systems, and people, so they can drive more business value.” IBM Consulting "Pairing IBM's Skills expertise with ServiceNow Employee Growth and Development, we will revolutionize talent management," said Deniz Demirel, talent transformation strategic partnerships leader at IBM Consulting. "By consolidating the digital experience platform with learning, development, and skills intelligence, our customers can gain data-driven insights to proactively identify and develop critical skills, effectively closing talent gaps and simplifying the overall employee experience." Optimum Healthcare IT "At Optimum Healthcare IT, we recognize that healthcare organizations want a platform that provides a single view across the enterprise regardless of the type of asset. With ServiceNow’s Clinical Device Management, they can now take a holistic approach to managing their clinical devices on a single platform, optimizing the value of their investments,” said Brian Symonds, president of Optimum Healthcare IT. “This exciting new product, combined with our world-class staffing and consulting services, allows us to maximize value for customers through streamlined processes, compliance management, and risk assessment. This comprehensive approach resonates with many enterprise leaders as they desire heightened visibility and reporting, and it enables us to provide a whole new level of value for our customers." Availability The Now Platform Vancouver release is generally available today. A slate of new generative AI innovations, partnerships, and enhancements were also announced today and will be available on Sept. 29; more details can be found here. Additional information: Learn more about the Vancouver release from Jon Sigler, Senior Vice President of Platform. Watch a demo on Now Assist for every workflow.

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Talent Management

Oracle Fusion Cloud HCM Drives HR and Payroll at Tenet Healthcare

Tenet Healthcare | September 25, 2023

Tenet Healthcare adopts Oracle Cloud HCM to modernize HR and payroll, enhancing the employee experience by automating tasks and optimizing workflows. Oracle Cloud HCM streamlines HR processes with AI, reducing manual workloads, enhancing efficiency, and improving decision-making. While promising, challenges include complex implementation, data security concerns, and cost considerations. However, the benefits include error reduction, AI-driven insights, and improved employee productivity for better patient care. Tenet Healthcare, a prominent player in the health system and services sector, has opted for Oracle Fusion Cloud Human Capital Management (HCM) to modernize and streamline its HR and payroll operations. With over 475 ambulatory and surgical centers, 61 hospitals, and 110 outpatient centers in the United States, Tenet aims to enhance the employee experience by reducing manual tasks and optimizing automated workflows through Oracle Cloud HCM. Paola Arbour, Executive Vice President and CIO at Tenet Healthcare, reportedly stated, Combining our systems with Oracle Cloud HCM, we are now able to enhance and automate our processes and improve the capability we deliver to our employees and HR and payroll professionals across our enterprise. [Source – Cision PR Newswire] Chris Leone, Executive Vice President of Applications Development at Oracle, emphasized the need for healthcare organizations to be flexible in managing their workforce and highlighted Oracle Cloud HCM's role in automating time-consuming tasks, allowing healthcare professionals to focus more on patient care. Oracle Cloud HCM is a comprehensive cloud-based solution designed to streamline the entire HR process, from hiring to retirement. It provides HR teams with a single platform for accessing employee data and utilizes AI to offer recommendations, simplify processes, and enhance productivity and the employee experience. While Oracle Fusion Cloud Human Capital Management (HCM) offers promising solutions for modernizing HR and payroll operations at Tenet Healthcare, there are potential challenges to consider. First, the implementation of such a comprehensive cloud-based system can be complex and time-consuming, potentially causing disruptions during the transition phase. Second, concerns about data security and privacy in the healthcare sector may arise, given the sensitive nature of employee information. Third, the cost of implementing and maintaining this technology can be significant, and it may require ongoing investments in training and support to ensure its optimal use. The adoption of Oracle Cloud HCM by Tenet Healthcare presents several notable advantages. Firstly, it promises to significantly reduce manual workloads and improve efficiency in HR and payroll processes. This streamlined approach not only saves time but also reduces the risk of errors, ensuring that employees are paid accurately and on time. Secondly, the integration of AI within the system can provide valuable insights and recommendations to HR teams, enabling better decision-making and resource allocation. Thirdly, the enhanced user experience and accessibility for employees and HR professionals can boost morale and productivity across the organization, ultimately leading to improved patient care as healthcare staff can focus more on their primary responsibilities.

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