When Software Vendors Miss the Mark

Building Features Instead of Solving Problems

In today’s saturated tech landscape, software vendors are racing to outdo each other with flashy features, sleek interfaces, and AI-powered bells and whistles. But too often, they miss the one thing that actually drives adoption, retention, and ROI: solving real user problems.

The Feature Trap

Many vendors fall into the trap of building what’s technically impressive rather than what’s practically useful. They chase trends—machine learning, blockchain, predictive analytics—without asking the most important question: What pain point does this solve for the user?

This leads to bloated platforms with dozens of underused features, confusing interfaces, and a disconnect between what the software does and what the customer actually needs.

Why This Happens

• Engineering-led roadmaps: When product decisions are driven by what’s possible, not what’s valuable.

• Lack of user empathy: Vendors often design for idealized personas, not real-world workflows.

• Sales pressure: Teams prioritize demo-worthy features over long-term usability.

• Misaligned incentives: Success is measured by feature velocity, not user outcomes.

How Business Leaders Can Avoid Buying Software That Doesn’t Solve Real Problems

• Start with the Problem, Not the Demo

  Before evaluating any software, clearly define the pain points you're trying to solve. Ask:

  • What’s costing us time, money, or clarity?

  • Where are our workflows breaking down?

  • What do our team or clients complain about most?

  If a vendor can’t show how their product directly addresses those issues, it’s not the right fit—no matter how slick the interface is.

• Demand Use-Case Proof, Not Feature Lists

  Instead of asking “What can it do?”, ask:

  • “How would this solve my problem?”

  • “Can you walk me through a real-world scenario using my data or workflow?”

  If the vendor can’t map their solution to your business context, it’s a red flag.

• Talk to Real Users, Not Just Salespeople

  Ask for references or case studies from companies similar to yours. Better yet:

  • Reach out to current users directly.

  • Ask what problems the software solved—and what it didn’t.

  You’ll get a clearer picture than any sales deck can offer

• Pilot Before You Commit

  Run a small, time-boxed pilot with a real team and real tasks. Measure:

  • Time saved

  • Errors reduced

  • Clarity gained

  • Team feedback

  If the pilot doesn’t show measurable impact, don’t scale it.

• Make “Problem Fit” a Buying Criterion

  Add this to your evaluation checklist:

  • Does this solve a clearly defined business problem?

  • Can it be used effectively by the intended team?

  • Will it integrate smoothly with our existing tools?

Take Control of Your Software Decisions

Don’t let flashy features distract you from what really matters. As a business leader, your job is to invest in tools that solve problems, streamline operations, and drive measurable impact. Start by asking better questions, demanding real-world proof, and aligning every tech decision with your business goals.

If you're ready to cut through the noise and choose software that actually works for your business, ZPI is here to help. At Zenith Point Innovations, we don’t just build smart solutions—we offer strategic consulting to help you evaluate vendors, optimize workflows, and implement technology that delivers real results.

Contact Us to start the conversation.