ERP Selection Game: the position of Sales position with customers
ERP project "seven parts selection, one-third of the implementation," has long been a tacit understanding, and we all understand the truth, but much enterprise the ultimate failure of the project is still in the "selection" on. Do not attach importance to selection of the enterprise? Not necessarily, but in many cases, selection of vendors to participate more, the enterprise's ERP vendor selection position is the position of the sweet talk of the sale of travel put it confusing, the end result was the wrong type.
Last week, in a Municipal Science and Technology Bureau of the enterprise information the meeting, a corporate CIO complain, sigh, and said: "From Mumbai to Delhi, bought the fine did not sell." The way it is, this enterprise should be on ERP software, and got a number of ERP vendors to understand the situation, the formulation of suitable business ERP solution program. Ordinary course of events, the various manufacturers are given their own programs and reasonable offer, the respect by enterprises according to their selection of the position of the conduct of the software from the main selection of the. However, unlike the ERP project-related sales and selection of various forces also started the game, the end result is "1000 10000 pick a bad lamp lights."
1. Inevitably, the war game ERP Selection
Today, more and more difficult to do ERP sales, and 78 ERP vendors are often revolved around a customer to switch. In the ERP sales and selection process, some people say not to attack competitors, not to abuse lower prices, but the bread is only one, but a lot of people want to eat - this is a difficult game. Although we all know, if not price cuts, do not attack rivals, for we are all beneficial. However, in ERP selection of game war, who can abide by this agreement do? In fact, we have been accustomed to attacking one another, are used to disrupt the bureau has reduced, as Han and Three Kingdoms, like the world is only one, not that I die you die.
Game fictional product performance
We all know, packaged software is not possible to meet the business needs 100%, the companies vary widely, even if the same type of business, owing to the boss's ideas or management models vary, a suite can not cover everything. Rational enterprises will understand and accept this situation, and then from a large number of ERP software products, to choose the most able to meet the requirements and development needs of the status quo as ERP Partners. At this time, rational enterprise will form own internal selection position, but more demand for business-to-selection is only a vague understanding.
At this time, the ERP vendor performance between the games went to a recount," the time has come. Good performance fictional game sales are often through some fancy wrist to deal with customers, to avoid the real issue, so that selection of businesses carefully arranged in its lost their former idols. For example, the expert consultants hired to do pre-sale products, the experts may really be an expert, but not ERP products and implementation of an expert, but POWERPOINT specialists or experts, DEMO, and then or just keep to the selection of business stories, talk about The company's pioneering history of ERP stories, anecdotes senior leadership, product development and application implementation on you.
Elected to guard against fictitious enterprise product performance game tactics, the good game sales staff will be happy to provide piles of piles of useless data in a matter of fact, selection of companies with facts to divert attention. For example, some are unable to confirm the data, such as a customer to save money 30% of the inventory; some deliberate mischaracterization of facts, such as headquarters to the implementation of the consultant in person, but the selection of corporate executives did not think the original is the new headquarters of the consultants; Some also plans to direct the development of fictional things, such as the next version is already being planned to improve the individual needs of such customers; Others simply do not understand is the professional terminology to fool customers: such as dynamic, reconfigurable , based entirely on the SOA or a new technology system. |
