Overcome SAP-ERP System Integrator Sales Tactics 1

By |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

By |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 [...]

FIXING Stupid SAP Vendor – Partner Selection RFI – RFP Processes

By |February 21st, 2011|

I am always amazed at how much time, energy, money, and effort companies spend on the SAP Request for Information (RFI) and Request for Proposal (RFP) processes. Many companies spend months, and in some cases even years, evaluating, analyzing, and preparing for an RFI or RFP. During the RFI and RFP preparation stage, senior management and staff are involved. At times, a dozen or more employees may be involved. When you add it all up, it can easily cost your company tens of thousands, hundreds o [...]

More on Stupid SAP Vendor – Partner Selection RFI-RFP Processes

By |February 14th, 2011|

This is a follow-up from last week's post on Why SAP Vendor – Partner Selection RFI Processes are Stupid. Next week's post will provide insight, suggestions, and ideas on how to ensure your SAP RFI or RFP processes achieve the best possible results. SAP is a COTS (Commercial Off The Shelf) business software application. In the COTS world, solid financial statements may indicate an SAP partner or vendor who has mastered the art of "squatting" or "lock-in." They may routinely custom code non-miss [...]

Why SAP Vendor – Partner Selection RFI Processes are Stupid

By |February 7th, 2011|

It is time to kill useless SAP Partner RFI (Request for Information) practices. Results-oriented criteria need to update and replace these practices. ---------------------------------- The SAP implementation or integration vendor selection RFI today is nothing more than a beauty pageant, measuring superficial aspects and providing little useful information for making the right SAP consulting service vendor selection. SAP Quantity or SAP Quality, Which One Do You Think Makes a Difference Today? [...]

SAP Success Factors for Vendor Selection – Responsibility Matrix 1

By |October 11th, 2010|

After a short look at the peer-reviewed academic literature, Anil Bhagwani did a brief case study on ten failed SAP implementations and ten successful SAP implementations. From these, he continued to distill SAP critical success factors. For more vendor selection background, please refer to another study: SAP Implementation Partner or Company Selection Criteria. Common SAP Critical Success Factors (CSF's) Identified for Successful ERP Implementations The study author's perspective and summary o [...]