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 sales commissions. Therefore, they do not hesitate to sell the unsuitable software.
Implementing inappropriate software is a significant liability for the company. So, as a Project Sponsor, how you can avoid such blunders? How to avoid buying unsuitable enterprise software?
The answer is simple. Start to think like a professional salesperson.
Understand the sales process mechanics and prepare to brace yourself for not falling into sales traps. The sales team you deal with have a plan to sell. What is your plan?
