Series Archives - Page 2 of 2 - Innovate. Integrate. Transform. Run.

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 [...]

Tips to Overcome Sales Tactics by ERP System Integrators
Tips to Overcome Sales Tactics by ERP System Integrators

Tips to Overcome Sales Tactics by ERP System Integrators

By Bill Wood|May 2nd, 2011|

This is the beginning of a series reviewing some of the typical tactics and sales scams many software vendors use to gain your business. This way, you can create a selection process that filters out such vendors.Rather than competing on merit, many vendors resort to various strategies or techniques that prevent you from gaining the critical insight you need to make the best possible decision. Their strategies and tactics deflect you from discovering any of their weaknesses, or even deceive you [...]

Series on SAP Competency Center or SAP Center of Excellence
Series on SAP Competency Center or SAP Center of Excellence

Series on SAP Competency Center or SAP Center of Excellence

By Bill Wood|July 21st, 2010|

THREE-PART SERIES ON DEVELOPING AN SAP CENTER OF EXCELLENCE. You probably already knew that a "Competency center" is focused on SAP application support such as help desk functions, system stabilization, troubleshooting, etc. But did you know that a true "Center of Excellence" is focused on the business and business drivers? The key goal of a "Center of Excellence" is to integrate not just the application, but the application support staff into the business. Business Transformation from [...]

Lower SAP Application Support Costs – TCO – by Reducing Custom Solutions
Lower SAP Application Support Costs – TCO – by Reducing Custom Solutions

Lower SAP Application Support Costs – TCO – by Reducing Custom Solutions

By Bill Wood|June 21st, 2010|

Previously I explained the two primary types of implementations-- with SAP or any other ERP package, you will do business process engineering or software engineering. The differences in these two types of implementation approaches will have a major impact on your total cost of ownership (TCO) and your long-term application lifecycle costs. ------------------------------- Software Engineering or Business Process Engineering? https://www.iitrun.com/sap-implementation-focus-software-engineering-or [...]

Process Execution of Business and IT Innovation
Process Execution of Business and IT Innovation

Process Execution of Business and IT Innovation

By Bill Wood|May 3rd, 2010|

The idea of innovation in business or IT is generally an aspiration to most. Leaders and managers occasionally mention the need to innovate, but when they stop to consider what that means, many of them abandon it as an impossible dream. They wait for some strange spark, some odd occurrence to somehow spark the flame of new beginnings. Execution of the Innovation Process Inspiration for innovation or creativity can come from anywhere. Frequently, the innovation problem isn't a lack of good ideas [...]