by SP Singh | Apr 27, 2022 | Visioning and Selection
Consider the following pitch during the Enterprise Software sales meeting: We are one of the top Microsoft partners in the world! We have 60 offices across seven continents. In addition, we have a strong team of 500 consultants serving customers like Nike, Bose and...
by SP Singh | Apr 26, 2022 | Visioning and Selection
We buy from the people we like. Enterprise software presales in no different. You will find that the presales team understands your business quite well. They say all the right things. They are patient, courteous, diligent, and even good looking too. They have all the...
by SP Singh | Apr 25, 2022 | Visioning and Selection
Our emotions lead to buying decisions. Interestingly, it is seldom our rational mind. Enterprise software vendors are experts in getting you (The selection panel) excited about their product. You will hear some heavy words like Digital Transformation, Modern user...
by SP Singh | Apr 24, 2022 | Visioning and Selection
Sellers have more experience in selling than the individual Buyer buying a fit-for-purpose product. Sellers have a well-defined structure, methodology and process for selling. On the other hand, buyers often have a vague desire or a problem. Suppose the Buyer does not...
by SP Singh | Apr 24, 2022 | Visioning and Selection
Enterprise software (ERP/CRM) implementations are complex and costly. As significant money is involved, software vendors’ and partners’ focus remains on selling the software and implementation services to you. Sometimes their entire focus is to maximise...
by SP Singh | Apr 22, 2022 | Leadership
We are puppets of our habits. Unknowingly, our comfort is embedded in our everyday routines. Any disruption of our norm makes us uncomfortable. For example, I like to be very busy. If the workload decreases, I quickly get uncomfortable. So to get back to the norm, I...
by SP Singh | Apr 21, 2022 | Governance
In the last post, we covered the importance of reference checks before signing the dotted lines. But, what in case you are stuck with a non-responsive implementation partner? Your company has already signed up and implementing enterprise software. However, the vendor...
by SP Singh | Apr 20, 2022 | Visioning and Selection
Enterprise software implementations are extensive, complex and costly. As there is a lot of money involved, vendors do not always do the right thing. It is pervasive to see: The Salespeople promise the world, and the Delivery team struggles to deliver.The software...
by SP Singh | Apr 19, 2022 | Governance
Here is a question for you: Can the Project Objective change during the project? Before we address this question, we must cover some basics. The Project Objective answers the fundamental question: Why are we executing the project? What is the purpose of the project?...
by SP Singh | Apr 18, 2022 | Governance
Project Sponsors are busy individuals. They have their day job, leadership responsibilities and Project governance duties. As a Project Sponsor, you may have to make decisions with minimal information. Further, you ensure that the Project team is empowered and well...
