Selecting an ERP system can feel overwhelming. The options seem endless and all ERP software companies claim to fulfill critical requirements. Selecting the final option is easier after viewing the demonstration of the software. Software vendors are eager to demo their wares but often miss the mark and create additional confusion.
Trenegy’s clients minimize the risk of confusion by making sure the software integrator is involved in the ERP demo to ensure what is shown can be implemented. To keep the ERP demo focused, our clients ask three simple questions:
Set out a plan for what needs to be seen. ERP sales people often do a poor job of clearly communicating clients’ needs to the demonstration team. As a result, the demonstration team is woefully unprepared and will spend much of the time discussing how great the software is, the look and feel, modules that are not relevant, and they will try to dazzle with irrelevant dashboards and reports. Demonstration participants are left confused.
Communicating a clear purpose and confirming critical requirements for the ERP demo at the start of the conversation ensures the participants see how the software will support future-state day-to-day activities. Better, confirmation of the agenda makes it easier to redirect the discussion toward valuable and in-scope topics if things veer off track.
Asking this question provides the vendor the opportunity to show exactly how the ERP system will enable future efficiencies and provide critical information to make more timely decisions. Use this question to highlight the top three to five requirements that are essential to the business, especially regarding regulatory and competitive differentiations. Sometimes these requirements cannot be fulfilled “out of the box.” Ask the software vendor and systems integrator to suggest changes in processes or identify third-party solutions to fulfill these requirements.
This information is critical when evaluating an ERP solution. Adding third-party solutions increases the cost and complexity of the implementation. Changing processes is less difficult.
It is important for ERP demo participants to feel comfortable with a solution based on the demonstration. However, systems integrators have experience implementing the system and should point out hidden weaknesses or challenges. Good systems integrators like to take questions about the team and what has been done by other companies. More importantly, learn about the successes, roadblocks, and overall satisfaction realized by similar past clients. Not only does this tell the story of their past projects, but it also gives the vendor an opportunity to share industry and implementation best practices, which should be analyzed when selecting a system provider.
This approach centers on asking the right, detailed questions to obtain the answers needed to determine if a system is the right fit. At Trenegy, we help companies select the right system software to fit company needs and support growth. With a strong background in package selection and implementation, Trenegy adapts to company needs and delivers excellent results. For more information, email info@trenegy.com.
