TECHNOLOGY
A myriad of options can be overwhelming, especially if a contractor is not tech-savvy. Strike a balance between those essential features needed to improve the business processes from the functionality that may be bells and whistles and, in the long run, won’t be highly utilized. “Te best way to prevent this overwhelming feeling is
to work with your internal teams to determine what your company must have, wants and needs,” Hofman says.
It’s time to scale up.
PICKING YOUR PARTNER
Adopting a new software platform isn’t a one-and-done relationship with the vendor. When adopting new tech- nology, contractors must be mindful of who they’re doing business with and who will provide support following im- plementation and integration. As important as exploring the product is conversing
with the vendor to understand how the product will not only benefit the company but also be supported after it’s implemented into the operation, Milito says. Tis starts with thorough interviewing, a sort of hybrid
process similar to hiring a new employee or vetting a pro- spective new client. Te bottom line is considering wheth- er this vendor/provider is going to fit into the contractor’s culture. “Your [software] salesperson should be having a conver- sation with you about the software and, more importantly, your business,” Hofman says. Once you’ve decided to move forward with software, continue to ask questions. In addition to general questions, potential software
partners should provide contractors with information about the following key topics. Data. Inquire about data privacy and security and de- termine who owns the data collected by the software plat- form, especially in the event the relationship between the contractor and vendor is terminated. In addition, find out what the vendor may use that data for and if it can be lev- eraged without the contractor’s consent. Licensing. What are the software platform’s licensing
terms? For example, how many users can use the software, or what type of hardware (laptops, servers, tablets, phones) can it be installed on? And what are the fees for additional licenses?
Artificial intelligence and contractors
The term “artificial intelligence” is everywhere nowadays. Marketers seem to plaster that label on just about everything. But is consider- ing a software platform with AI elements built into its functionality worthwhile? “I think AI will have a significant impact over time, but we’re just not there yet,” says Ted Rightmire, CEO of HindSite Software, St. Paul,
Minnesota. Often, software developers utilize complex algorithms — instructions used to solve problems or perform tasks based on the un-
derstanding of available alternatives — and label it artificial intelligence, Rightmire says. And while that algorithm may be a powerful addition to a software platform, it’s not true artificial intelligence. However, AI has the potential to shine a light on blind spots that irrigation and lighting contractors didn’t realize they had with their businesses. “For contractors, AI may suggest actions that could have a huge impact on their businesses,” Rightmire says. “Hey, based on emails, text mes-
sages and site visits, here are some leads to call about. Or, based on [business] data, you need to raise your prices on these types of properties. Or, you should change the routes for these clients because changing driving patterns will avoid delays.” For now, though, don’t get sucked into AI’s hype and focus more on software functionality allowing contractors to grow their businesses. “First things first, grow your business successfully before you worry about all the bells and whistles,” Rightmire says. “And I’m a software guy, so I love bells and whistles. But right now, contractors should focus on being successful today.”
34 Irrigation & Lighting November 2023
irrigationandlighting.org Billing. Does the platform’s billing model fit the con-
tractor’s cash flow? For example, if the irrigation service is seasonal, will the contractor be stuck with a large, costly bill in the middle of January? Support. Determine if there is an added cost or sub-
scription for ongoing technical and customer support. Is the vendor staffed for 24/7 customer support? Will a con- tractor (or team member) get a question answered quickly and without delay? Updates. Are they committed to improving the soft-
ware? What’s the product roadmap or the features and functionality the vendor plans to add in the future? How frequently are updates released? Is there an additional cost associated with receiving an update? “It sounds corny, but synergy is critical,” Rightmire says.
“You don’t want to do business with someone who thinks an irrigation contractor is an outdoor plumber because those are two very different business models. Instead, you want to work with someone who understands your busi- ness model and the nuances of the service portion of your business.”
And contractors should take advantage of free trials and one-on-one coaching prior to making a final decision, Milito says. “Any good vendor should make this process easy,” he adds.
Mike Zawacki is a seasoned editor and writer with 20 years of expe- rience covering the green industry.
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