IT Services Archives - Page 4 of 12 - Innovate. Integrate. Transform. Run.

Overcome SAP-ERP System Integrator Sales Tactics 7
Overcome SAP-ERP System Integrator Sales Tactics 7

Overcome SAP-ERP System Integrator Sales Tactics 7

By Bill Wood|June 20th, 2011|

As we get close to wrapping up this series, we will take a short look at ERP and business software licensing. Fortunately, you have a number of strategies available to negotiate your licenses. One thing to keep in mind here is that there are two revenue streams for the software provider. The first is the license sale, and the second is the maintenance agreement. ERP – SAP – Business Software Licensing Negotiations One negotiating tip I learned a long time ago is to always ask for more than you [...]

Overcome SAP-ERP System Integrator Sales Tactics 6
Overcome SAP-ERP System Integrator Sales Tactics 6

Overcome SAP-ERP System Integrator Sales Tactics 6

By Bill Wood|June 13th, 2011|

This week’s post in the series deals more directly with the software selection rather than vendor selections. As we move toward the completion of this series, we need to consider a few more issues. Picking the wrong ERP business software package can be one of the factors that contribute to ERP project failure. Aside from evaluating the product fit to your business processes, you also need to carefully consider hardware, third-party software, development tools, scalability, and other factors tha [...]

Overcome SAP-ERP System Integrator Sales Tactics 5
Overcome SAP-ERP System Integrator Sales Tactics 5

Overcome SAP-ERP System Integrator Sales Tactics 5

By Bill Wood|June 6th, 2011|

You have made it through the RFP and vendor presentations, and you have narrowed your final selection down to the final two or three SAP or ERP vendors that you will hire for the engagement. What are the important things to verify that will help you understand if you will achieve benefit? Every integrator who has been in business for any period of time will have a few great references. However, just because they have a few customers who will give them a glowing reference does not mean they will [...]

Overcome SAP-ERP System Integrator Sales Tactics 4
Overcome SAP-ERP System Integrator Sales Tactics 4

Overcome SAP-ERP System Integrator Sales Tactics 4

By Bill Wood|May 31st, 2011|

This week, we will take a “mid-point” check and do a brief review of the sales tactics and scams used by some ERP or SAP system integrator salespeople. After this short overview, we will address some additional ways to ensure you get the most from your SAP RFP efforts. After this short review of the sales tactics and some additional techniques for dealing with them, we will continue this series. The next posts will cover the following topics: Qualifying vendors, Final considerations, Negotiatio [...]

Overcome SAP-ERP System Integrator Sales Tactics 2
Overcome SAP-ERP System Integrator Sales Tactics 2

Overcome SAP-ERP System Integrator Sales Tactics 2

By Bill Wood|May 16th, 2011|

Now, we move into the live ERP or SAP sales process. After you complete your RFP and as you entertain all of those proposals, you will see the sales games, scams, and shams really kick in. As the process unfolds, beware of the many tactics, schemes, tools, and tricks that ERP system integrators use to gain access to your checkbook. Like a magician, they have a bag of tricks-- but also a potential million-dollar deal or more on the line. The show begins. Software integrators load up on tricks, s [...]

Overcome SAP-ERP System Integrator Sales Tactics 1
Overcome SAP-ERP System Integrator Sales Tactics 1

Overcome SAP-ERP System Integrator Sales Tactics 1

By Bill Wood|May 9th, 2011|

ERP software integrators and their salespeople are quite skilled at creating a "fog" around key selection criteria. Because of the amount of money at stake and the potential for huge commissions many of them will do almost anything to “get a deal.” For years, SAP consultants have dealt with the frustrating messes that software salespeople make. They promise anything, no matter how unrealistic, just to make a sale. Then the consultants have to deliver that promise. With these kinds of sales mode [...]