Let’s talk about the ripple effect tariffs are having on the B2B data integration space. When material costs like drywall and lumber go up due to tariffs, it doesn’t just hit construction companies—it trickles down to every vendor and service provider in their ecosystem. That includes software and integration providers, many of whom rely on deals that were budgeted months ago under very different economic conditions.

For sales and business development (BD) teams, this creates a serious challenge. Some projects will be delayed, and others will disappear entirely. But that doesn’t mean all hope is lost. The key to surviving (and even thriving) in this environment is positioning your solution as a must-have, not a nice-to-have. For example, an iPaaS provider selling an integration to a construction company between their NetSuite ERP and SFDC still has value. The question will fall to positioning the connector to push revenue, or efficiency? Given a prognosis for weaker than normal sales as, or if tariffs vaporize deals, the smart play is to make sure your prospect understands the value of finding margin through efficiencies gained. If no where else, the creating a path to ‘margin’ mitigation for their P&L is the way to go.

Every industry has margin benchmarks and some of your clients talk about them every quarter. Knowing where tariff impact is going to hit your client means you can proactively work to ensure the deal will help them on the back-end. So while revenue may take a hit, at least margin does not, or not as much.

Shifting the Conversation to Efficiency & Risk Mitigation

Companies hit by rising costs need to save money elsewhere. That’s where B2B integration providers can step in. Instead of focusing on the original pain points that sparked interest in your solution—like automating payroll or streamlining HR workflows—BD teams should also highlight how their systems drive efficiency in ways that directly protect the company’s bottom line.

For example:

• Ensuring purchase orders don’t get lost, so materials arrive on time and work doesn’t stall.
• Improving subcontractor scheduling to keep projects moving forward efficiently.
• Giving employees better tools to meet project milestones and prevent delays.

These aren’t just operational perks—they’re essential strategies for staying afloat when every dollar counts. By framing your product as a risk-reducing, efficiency-driving lifeline, you increase the chances of deals moving forward, even in tough economic times.

The Companies That Adapt Will Come Out Stronger

This isn’t just about surviving today’s tariff-driven challenges. Companies that optimize their operations now will emerge leaner, more competitive, and better prepared for future market shifts. That means sales and BD teams that successfully pivot their messaging now won’t just secure deals in the short term—they’ll build stronger, more resilient customer relationships for the long haul.

So, what’s your take? Have you seen shifts in how companies are justifying software and integration spending? Drop a comment and let’s discuss.