ADVERTORIAL by Andrew LaMothe

Who doesn’t love a fantastic software demo? The catchy music, bold designs, and high-tech animations get you excited about slick features that promise to solve all your problems today. Demos are so hyper-focused on the next five minutes that they fail to address the next five years. And if you ask the solution provider, they might share their roadmap, or vision for their product’s future. This doesn’t mean they understand where your organization is headed. The vendor roadmap is only valuable if it helps you achieve your vision. The overarching question to pose to solution providers is, “How does your product roadmap flex to my needs?”

Your roadmap should come first 

Every parking organization has a roadmap, or future vision. Your five-year plan could be to reduce operating costs, modernize enforcement, or prepare for curb management. Whatever your priorities, the technology you choose should underscore them. Too often with solution providers, it’s the other way around. They’re eager to show you their roadmaps touting added features, expansion into markets, or new product launches, without taking the time to ask about your organization. You might end up compromising or adapting your plans to fit the vendor’s priorities.

Look for solution providers that touch on these points before drilling down into their product features: 

• Your strategic goals 

• Success for your organization 

• Your priorities 

• Your present and future challenges  

Technology should support your strategy, not become your strategy. This is why you need vendors who start the conversation with you. Now it’s time for you to ask the solution provider your own questions.   

A product roadmap is only half the story 

Parking technology is a long-term investment, not a one-time purchase. Keep in mind that you’re entering a relationship that may last five, 10, or even 15 years. That means you should ask questions about how flexible that solution provider can be in accommodating your needs. The best partnerships are built on shared direction, not separate agendas. The answers to the questions below reveal far more than a roadmap ever could.

How to determine if a solution provider is truly customer-driven:  

• Consistent product releases. Beyond bug fixes or small additions, what new products do they have in the pipeline and how do these address your needs? 

• Transparent communication. Do they have regular check-ins scheduled with you, and which of their internal stakeholders will be involved? Are these stakeholders capable of pushing new initiatives on your behalf? 

• Customer advisory groups or feedback programs. Will you be asked to beta test new products or complete surveys? Will you have access to the results from not just your organization, but also other customers? 

• Measurable product improvements. Do you see a mix of new additions and improvements in the roadmap? Is that mix balanced? Is it relevant to what your program needs? 

• Strong customer support. Who will be offering you support and is it a dedicated team? How often will they check in with you and what is the formal or informal process for communicating with them? What is the turnaround time for responses? 

• A willingness to discuss long-term direction and decision-making. Is the solution provider only talking about today’s solution, or do they have ideas about the future? Who is the key decision maker about product innovation, and do you have access to this person?  

The best solution providers don’t just listen; they adapt. You want to buy into a partner who understands where you’re going and will support that direction.  

Buy the future, not just the product 

Don’t get love-bombed by the demo. Although technology features certainly influence purchasing decisions, long-term vision and open communication sustain healthy partnerships. To get the highest return on investment with a technology purchase, evaluate not only what a solution provider delivers today, but how prepared they are to meet your challenges in the future. When choosing a technology provider, you’re not simply selecting software: You’re choosing a direction for your parking operations for the next five to 15 years.

For a useful infographic you can refer to when vetting potential partners (“10 Areas to Vet Parking Tech Partners”) please scan the QR code below or download here.

Andrew LaMothe leads IPS Group’s national business development for on-street and off-street operations. He can be reached at [email protected].