How Proptech Solutions are Shifting from Features to Outcomes
In the world of property management technology, buying decisions are changing. A few years ago, the focus was on the technical specifications of a platform. How many locks can it support? What brands does it work with? Today, those questions still matter, but they’re no longer where the conversation starts.
Now, buyers are more interested in the outcomes — how access control and automation will affect their bottom line. In my experience, that shift is not only overdue but necessary. Operators are managing more complexity than ever before, and they don’t need more features. They need results.
Why Purchase Decisions Are Shifting
Today’s buyers come to the table more informed than ever. According to Gartner, 33% of B2B buyers would rather not interact with a salesperson at all. When they do, it’s because they need insight they can’t find online, like how a solution maps to their specific operational and financial goals.
That means sales teams can no longer lead with product specs. They have to speak the language of outcomes: saving time, reducing risk, improving net operating income. At RemoteLock, that’s how we start every conversation.
What Buyers Actually Want to Know
Most property managers aren’t asking about the frequency of lock syncs or the specifics of Z-Wave versus Wi-Fi. They want to know:
- Will this reduce the time my team spends on turnovers?
- Will this help me secure a unit when a resident moves out?
- How do I manage access without expanding headcount?
- Can I reduce utility costs in vacant units?
In short, they’re asking about operational efficiency and how access control can enable it. That’s where RemoteLock excels.
Leading With Outcomes at RemoteLock
Rather than showcasing every product feature, we lead with real use cases:
- Automating access for housekeeping and maintenance teams
- Turn over units between tenants quickly and easily
- Streamline self-guided tours to reduce leasing friction
- Automating temperature control in vacant units
These aren’t just features — they’re solutions that save hours of staff time each week. One vacation rental customer told us they save $40,000 per year on staff costs by automating common processes with RemoteLock.
We also tailor every conversation to the property type. For buildings without property-wide Wi-Fi, we highlight our support for offline locks and mobile credentials. For vacation rental managers juggling PMS tools, we emphasize integrations that automate PIN delivery and revoke access automatically at checkout.
The New Role of a Proptech Partner
Today, sales is consultative. Our job is not to pitch a platform but to solve problems. That starts with asking the right questions: What are your pain points? How many doors? What systems are already in place? Where are your staff spending too much time?
From there, we match outcomes to needs — faster turnovers, fewer resident lockouts, streamlined vendor access, energy savings. Our team is trained to speak the customer’s language, whether that’s NOI, CapEx, or simply, “I can’t keep doing this manually.”
What This Means for the Industry
This shift in buying decisions is part of a larger industry trend. As property operations grow more complex, proptech providers must respond with clarity, not complication. Buyers don’t want a dozen dashboards or overlapping solutions. They want simplicity, integration, and automation.
RemoteLock is uniquely positioned to deliver all three. Our access-centered platform includes integrations with leading smart lock brands, property management systems, thermostats, and leak detection sensors. That breadth allows us to offer a single, scalable solution—not just a software product, but a smarter way to run a property.
Conclusion: Start With What Matters
What really matters to today’s property manager is simple: how will this make their business better? That’s where we start our conversations and demonstrate how our advanced features drive to their desired outcomes.
There will always be time to talk about lock compatibility and mobile credentials. But in my experience, that’s not what closes deals.
Aaron Sandager
SVP of Sales
Aaron has spent the last two decades leading sales in a variety of technology sectors, including software-defined server and storage, automation, virtualization, and both cyber and physical security. With a keen eye for recognizing customer pain points and how technology solves them, Aaron has the insight and experience to build and manage engaged sales teams who are driven by results.
