ERP project failure Archives - Page 2 of 3 - Innovate. Integrate. Transform. Run.

Overcome SAP-ERP System Integrator Sales Tactics 3
Overcome SAP-ERP System Integrator Sales Tactics 3

Overcome SAP-ERP System Integrator Sales Tactics 3

By Bill Wood|May 23rd, 2011|

This week, we will look at additional ERP sales tactics that can manipulate you into signing over your checkbook to inadequate ERP system integrators. As you continue to move through the process, the tactics get more interesting-- the integrators often move from manipulation (Overcome SAP-ERP System Integrator Sales Tactics 2) to more aggressive tactics. Often, software vendors with inferior products resort to many underhanded or dirty tactics and scams. If you think about it, these tactics mak [...]

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 [...]

SAP Project Fraud Allegations in Marin County v Deloitte, SAP Services
SAP Project Fraud Allegations in Marin County v Deloitte, SAP Services

SAP Project Fraud Allegations in Marin County v Deloitte, SAP Services

By Bill Wood|March 28th, 2011|

While many people from companies such as Deloitte are incredibly talented, even those companies may have a few bad apples that can and sometimes do spoil the whole entire bushel. In this article, we explore such an occurrence. ===================== The Marin County California Lawsuit against Deloitte Consulting took an interesting turn. The initial complaint was filed in mid-2010 against Deloitte only for fraud in providing inept and incompetent consultants (for background, see my previous post [...]

SAP ERP Project Failures Lessons Learned and Mini Case Studies 3
SAP ERP Project Failures Lessons Learned and Mini Case Studies 3

SAP ERP Project Failures Lessons Learned and Mini Case Studies 3

By Bill Wood|December 27th, 2010|

In this final installment on these lessons learned and mini case studies, we will look at a few older SAP project failures. Even in these older SAP project failures, many of the same problems continue to repeat themselves. I would like to point out once again that in the major SAP project failures the software application itself was not at the root of the failure. The project failures I focused on are the ones where there is plenty of published literature to evaluate. Obviously that do [...]