What Buyers Are Actually Asking For
Payroll and compliance were the ticket to play. With the demand for skilled freelancers and ICs exploding, enterprises now seek more integrated workforce strategies. They want partners who can help design their workforce mix, not just process it. Multinationals are asking new questions: “Can you help us see our total workforce in one view - cost, mix, and quality?” “How do we balance cost, risk, and talent access before choosing a channel?” “Can your platform predict where the best hiring opportunities will be next quarter?” It’s about more than the data; it’s about smarter decisioning with that data. Enterprises want forward-looking insights on cost, workforce mix, emerging markets, and risk. EORs already collect this data organically; few are using it strategically. This data is a goldmine for differentiation.
This isn’t a wish list, it’s a roadmap. Enterprises know what they want. What’s unclear is who can deliver it. Meanwhile, most of the M&A activity in the EOR space focuses on consolidation and incremental platform upgrades. These are solid moves, but are not enough to stand out in a market currently racing to the bottom on price. The Gap Between Expectations and EOR Reality Most EORs still compete in a crowded red ocean, leading with payroll and compliance, often powered by the same back-office tech. These remain essential - but are no longer differentiators. The new decision drivers
In discovery sessions with leaders of multinationals, four consistent needs emerge. They want: Intelligence: Predictive insights into workforce mix, spend, and risk across all worker types. Visibility : A unified view of who’s doing the work, where, and under what terms. Integration: Seamless access and onboarding across employees, freelancers, contractors, and consulting engagements - without managing multiple separate vendors. Optimization: The ability to model cost and talent supply options before downstream commitments.
This isn’t a wish list, it’s a roadmap. Enterprises know what they want. What’s unclear is who can deliver it.
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ISSUE 18 GLOBAL PAYROLL MAGAZINE
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