How challenging is it to outperform competitors in sales at OysterHR?

Question

Accepted Answer

Current rep here, Oyster is going through a slow but steady death. Deel and Remote don't even view Oyster as competition. As a rep, you will lose 9 out of 10 times against Remote and Deel.

Answer

To the person saying MEDDIC will win you deals at Oyster: it's not going to, because the product has nothing to stand on, differentiation wise, aside from brand. Oyster has deep underlying issues when it comes to its infrastructure (mostly done via 3rd party partners), which keep them limited to whatever those partners allow.  Deel, for example has mostly their own entities, bigger pockets, more products to sell and therefore more value, that's their differentiator . Can't say the same for Remote, but at least they have their own entities and can speak to that, that's their differentiator. Oyster is in this weird place, where they have good publicity, but substantially different on a technical side to show for, so all the differentiation will lie with rep. And if you lose deals because you're that weird niche vendor, of course, leadership will use MEDDIC as an excuse to blame you. Don't drink too much of a kool-aid, be realistic, and if you're a leader who wrote this, go sell something yourself first.

Answer

Oyster has a decent product (EOR), and then when it comes to global payroll, etc. we lose if prospect is looking for that. But several competitors have a larger marketing budget, so they can buy awards (they still need to earn it, but it is easier when you have budget), pay customers to write reviews, and advertising. This makes it tough to sell against.

Answer

Like the majority of the HR tech space it is competitive but each organisation has differentiators.

If you follow the MEDDICC methodogy (which you get trained on) and effectively highlight the company differentiators, you can absolutely produce a high win rate

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Anonymous Q&A

How challenging is it to outperform competitors in sales at OysterHR?