Dear SaaStr: How Do You Handle Customers That Want to Build It In-House?
Be “Cool”.
Many start-ups face the challenge of customers wanting to build their own solutions in-house. It’s a common scenario where the internal IT teams believe they can create the product themselves.
While it may be possible for them to build it currently, they would also have to deal with maintaining, iterating, and staying competitive with the continuous updates and advancements in technology.
Once your company is established with a strong brand and a history of innovation, most customers will understand that they cannot match the level of resources and investment you put into your product development over the years.
However, offering to support them regardless of their decision and emphasizing your commitment to innovation can help in closing deals. The chances of losing these customers to an internal solution are low if you continue to out-innovate and outperform their internal team.
