The large air their grievances CIO also referred to the fact that when they are enterprise the requirements of the ERP system or with a relatively high demand for personalized, this game of good performance ERP they come back to a vendor: adjustment package. When the participants are very interested to know when the ERP selection of product performance is how to tune the package, the CIO constant smile shaking his head. Was originally the first ERP vendors to high-end products or the development of products as bait, in the flowery descriptions of manipulation that the non-selection of enterprises when it is none other than, and then tell the high-end products to large, can be the first to use low-end Well, anyway the development of enterprises that can smooth migration in the past. This product strategy is the first game citation hook, and then unknowingly perpetrating a fraud. But also in many presentations, the customer simply confusion as to which features belongs only to high-end products, which feature only low-end products, but there is an impression that this ERP vendors can achieve many of the functions they need.
In fact, if the ERP vendors began to tell a company not meet certain requirements, businesses will talk to him about it? ERP vendors by first taking on everything in to bait and then gradually to tell because the cost of temporarily unable to do a certain point, just like the boiled frog, slowly warming can guarantee the sales of security. Together with the black-box operation or after the intervention of some human factors, business decision-makers on the selection of the software itself no longer be able to understand the strengths and weaknesses. After reading the program and after listening to all the DEMO to the conclusion after only one product can meet the requirements, the key to see the price. As a result, the final decisive battle on price, who's who on the choice of low price.
Interpersonal Game
In the ERP the sales process, all the software manufacturers are trying to find selection of key personnel to the project, taking a variety of project information. But if there are regular exchanges of information want to get the project's needs, budget and project decision makers the information, in particular, competitors are virtually impossible, enterprise selection of personnel is not possible to tell the ERP vendors such critical information sales staff.
Ever since, the human relations have become game sales and selection of ERP another important battleground. Vendor sales staff will find the project team personnel, private "communication to communicate," and thus get to the important information. As a result, manufacturers main concern, not on how to meet customer needs and provide solutions, but rather like how the project or project decision-makers. Thus, in the program or system DEMO, they will give a lot of false information or commitment, because the software vendors sales staff already know the focus of the project selection, and then just to find a way to deal with these priority needs on the list, the result is partnership or private company relationships of the game makes an independent selection of officers lost their customer's position.
(3) Reduce the price of Game
Price Game includes two aspects: First, selection of vendors and between enterprises, the price game, and second, the price of game between the ERP vendors. The first selection of vendors and between enterprises, the price will generally result in the implementation of quality games the vicious consequences. Because prices are already low, and even take some "interpersonal communication" the cost of expenses, ERP vendors can imagine the profits to be much left. As we all know, ERP software, in addition to doing a good job selecting the software, but also must be able to more powerful services of consultants and follow-up to a strong support. ERP software vendors, if there is little profit margin to support the case, only the choice of consultants and services for up to reduce costs, this is tantamount to quenching thirst with poison, which gives ERP vendors and enterprises are the most destructive.
ERP vendors and the second game between the prices it is a collective suicide. There is a market there will be competition, but cut-throat competition has not only failed to exercise any role in promoting, and even ERP vendors generally make it hard to survive. Game will not only bring the price to the vendor, "Kill 10000, since the 3000 loss," the damage, but more serious is that the majority of firms in order to price competition, do not differentiate, nor do focus on market and cost control, but rather simply by lowering the quality to achieve cost reductions. Objective is, through low prices to expand market share or living space, if the ERP vendors have adopted this strategy to the operation of the end, only one end is a collective failure. Therefore, ERP price game is a double-edged sword. |
