Reonomy and issues with their sales process/team. Unwilling to sell a software they pitched?
Reonomy contacted my client, a commercial real estate broker, to pitch their product. My client wants to purchase. I am a vendor manager with experience negotiating software contracts so I stepped in to complete the sale. I have been negotiating with Reonomy for over a month now but apparently they’re not interested in actually selling their software to commercial real estate brokers, and have only offered a 5% discount off their unlisted sales price (pricing is not on their website).

Their contract locks you into a yearly subscription with no ability to cancel, since they offer contact information in their software I was concerned about the accuracy of their data. When I asked for a recommendation, because there are very light reviews for them on trusted review sites online, they had me call a local broker who is a Senior Regional Manager in the company (a top 5 nationwide CRE brokerage). He said right off the bat that he didn’t think the software was worth the price, they are no longer users because of this, and that the contact information in their software was available by other means. This is the person they had me call!! I asked for another recommendation and they referred me to a user in a market 120 miles away. I passed. 

Numerous searches here on Reddit, Bigger Pockets, Twitter, etc, question if their product is worth the price and the accuracy of their data.

My client is in the #1 market in the US for this nationwide top 5 brokerage.  Reonomy has refused to budge and every offer has been met not with “let me see what I can do” but with a flat out no. It seems like a bad sales plan to *not* negotiate with people who negotiate deals for a living.  I looked them up on Glassdoor and there are numerous reviews of the sales team that list their sales process as a detriment to success on the team. The Sales Manager has replied to every single bad review to cover his ass but has apparently not learned from their feedback.

Has anyone had similar issues and is there a prospecting software with better customer service?
[{"id": "gjvmdpq", "text": "If sales is that bad imagine how support will be.", "replies": [], "depth": 1}, {"id": "gjvo7xp", "text": "In our investment sales office, we use Reonomy to identify landlords.  Our only other research tool is CoStar, which everyone has CoStar.  Compared to CoStar, I feel Reonomy is far superior in my market (NY) for identifying Landlords.  It also give you the ability to call all over the country (Our CoStar package does not allow for this) \n\nIf you're close to NY I would recommend Reonomy if your goal is to identify Landlords.", "replies": [{"id": "gjvpgx6", "text": "I have heard this for NY, however we are in CA.  Their software is not in use by anyone in the company for the entire region and the broker has asked his network at other brokerages if they use the software and no one does, or will admit they do. . . it\u2019s not a good sign.", "replies": [], "depth": 2}], "depth": 1}, {"id": "gjvsdw6", "text": "I'd go back to the broker, let she or he determine if Reonomy's data is deep enough for the target market. I've found it to be excellent, however it varies market-by-market and in any case my opinion (or anyone else's) doesn't really matter. It fits what they are trying to do from a real estate standpoint (building comps, ultimate owner info) or it doesn't and this is totally subjective.  \n\nReonomy/CoStar/etc are all providers of data, not enterprise software, so the purchasing process is going to be much different than what you are expecting - hence the frustration. I wouldn't expect any discounts, especially for such a small deal, so take the 5% and call it a day IF the broker feels the data is useful. You can certainly call CoStar (they may not take your call) and search for some others online but this is about applicability not procurement. References don't matter because every broker has a different practice, and introducing competitors or online reviews won't lower prices. I know this all sounds strange but providing market data is very different from selling software. If you are wondering no provider sells through distribution or pays commission to external parties.", "replies": [{"id": "gjvzohl", "text": "Do you think that Reonomy added anything of value that wasn\u2019t already available in CoStar? CoStar is already in use at this brokerage house/by this broker, and unlike Reonomy is being paid for by the corporate entity.  \n\nI have negotiated software for data providers successfully in the past, data providers are a popular SaaS product across all industries and have grown in popularity as big data is organized and presented for business uses. There are only a few types of business SaaS product categories, data providers being second only to pipeline management software in popularity in the last 5 years. Software sales, real estate, and even recruiting all have data providers and all have been amenable to negotiations for their products.", "replies": [{"id": "gjw4k1b", "text": "We felt that for specific investments it added a lot, but actual results may vary. Only the broker can determine if the data has more or less depth and accuracy between the two. Which CRE or financial market data providers meaningfully negotiate on price?", "replies": [{"id": "gjw85qm", "text": "All of them. All software with unlisted pricing is negotiable. This is true across industries. Every company using CoStar negotiated the price of the contract and CoStar returned a price based on company size/employee headcount/how much they wanted/needed that client and the length of the time to complete the sale. It\u2019s why companies have procurement departments and vendor managers, and why the company doesn\u2019t list the price on the website and let you purchase it there, because it\u2019s negotiable through their sales team. Otherwise, I could have purchased it online with their listed price, no negotiation would have been needed because the price would have been transparent.  \n\nIf you didn\u2019t negotiate the software you are using you left money on the table. I have negotiated up to 50% off for software in this price range, but the average discount falls in the 20-30% off range.", "replies": [{"id": "gjwft6b", "text": "First off, Co-Star does NOT negotiate and I can tell you that from personal experience of writing massive fucking checks. We stopped using Dark-Star and Loopnet for various reasons and I can tell you our affiliation was with CBRE which has since been culminated. \n\nReonomy and Co-Star offer the relatively same product and much different entries price wise. The kicker is that even though Dark-Star and I do not see eye to eye, they have a superior product in retail and office investment data. The information provided by Reonomy in the multifamily and industrial segments is far superior. \n\nReonomy also does not negotiate much and they recently stated they\u2019re ending single user subscriptions and are starting to become like reonomy.  \n\nI don\u2019t know what the fuck I\u2019m going to do when Reonomy begins raping us on the product but for now I use them and am happy. We also spend a shit ton on the marketing such as Crexi and tons of blasts and campaigns. It\u2019s honestly such a slime bag industry and we\u2019re getting absolutely murdered in this arena but it\u2019s well worth it.", "replies": [], "depth": 5}, {"id": "gjy6lfq", "text": "Depending on how you get paid (or evaluated if you are internal) the last sentence of the first paragraph is likely your best choice for one or two users. The discount ranges you are suggesting are possibly realistic for a major ERP deal, anyone who has done a national or international agreement with CoStar would tell you that it's not even in range. I can say firsthand that they are absolute in not moving from single-user licenses, dictate how many you will purchase, and set price accordingly. Pricing deviations, even at the end of the year, require many users and very senior-level approval. \n\nThe reason that software company's don't list price is because they want to qualify and capture information first, not because they are excited about negotiation. \n\nI don't say any of this to try to prove your perception incorrect, you may be at top negotiator with better results than Fortune 500 companies.  I simply feel trying to negotiate a $2k maximum deal in this space is a waste of your time, and wouldn't want others to get frustrated when they hit the wall trying to do the same.", "replies": [], "depth": 5}], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "gjvso9j", "text": "It sucks", "replies": [], "depth": 1}, {"id": "gjwp483", "text": "Not sure about the comps but the contact info is pretty accurate, maybe 50%.  If you need like 5 or 10 parcels you can use other software that's cheaper and a little bit more difficult.  If you want to scrape contacts for hundreds of parcels a month or more then this is probably the easiest way.", "replies": [], "depth": 1}, {"id": "gmsqwvx", "text": "CommercialEdge is a new alternative.  You could check it out and see if it fits your needs. :)", "replies": [], "depth": 1}]