Software Selection: The Deceptive World Of Software Sales!

If you are deciding on Enterprise software for your organisation, then read this carefully!

Welcome to the deceptive world of Software Sales

Look, if you are not vigilant, you can make a terrible decision very quickly. During software selection, you are dealing with one of the best salespeople. So, you must be hearing all the right words from them. You may develop a good level of trust and relationship.

There is nothing wrong with this as long as you do not decide a software with blind trust, emotion or pressure.

Software Sales professionals are trained to win your confidence. They develop a legitimate-looking relationship and win trust. Unfortunately, while they may be good people, they may not have a good product. The product demos you have seen so far can be smoke and mirrors. They can be pretty deceptive.

The priorities are different

Software Sales remuneration depends on the sale of licenses and professional services. Therefore, irrespective of title (Business Development Manager, Account Manager), the sales bonus is tied to the volume of licenses sales. Unfortunately, it is not based on the success of your project.

So, beware of blind trust and be ruthless in your pursuit to find the right software for your business.

The Presales Consultant

That consultant who appears to know your business quite well. The one who is showing you a dream software solution. He is part of presales and not delivery. So, please do not assume that he is there to stay on your project. His job is to get you over the line and support the Sales team for another sale. So, you must find out the capability of the Delivery team. The Sales team hands it over to the Delivery team after you sign the dotted lines. So, before you sign the contract, ensure that you have quality project resources on the project.

Software selection is a complex activity

On the surface, enterprise software selection may look simple. Yet, there are so many things for you to consider:

Current business needs
Future business needs
Implementation cost
Software license cost
Support cost
Onsite resources and availability
Support of different time zones, languages, country-specific legislation, and rules
Integrations
Data Migration
Reports
Outputs
Training and Testing
Go Live Support
Business process and change management
Reference checks
Contract review and negotiations

Buy an insurance policy for Software Selection

It would help if you were not on this journey alone. Seek help from the independent consultant and avoid making a costly mistake. The investment in consulting services is like an insurance policy. Cover yourself and engage a capable consultant who can help you.

Get the right people for this job, follow a tried and tested process. Then, make informed decisions supported by facts with the Big picture in mind.

Good luck!

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We usually know little about the project when we initiate an enterprise-level digital initiative. It is the discipline of project management that helps the Project manager lead the project team and stakeholders through the unknown. For example, when we initiate ERP...

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We love to have a life filled with pleasure. Pleasure is usually the fruit of pain. Sometimes, we are lucky to have people who relentlessly follow up and check on us. People who make sure we do the right thing. People who look at us from a distance because they care....

As we grow, we often outgrow our service providers, tools, processes, and software. We are so used to them that we usually do not realise they are becoming our constraints. They limit the possibilities of our growth and the value we can offer. They may be limiting our...

Often, we inherit work from others. The work can be a job, an initiative, a deliverable, or a project. We may inherit it from our competitors or associates, or they may be unknown. As each of us can have unique perspectives, methods, and operating models, we often...

Every activity and venture involves risk. Everything from breathing to sitting on a plane has risks. For a few of us, every risk makes us paranoid, while others tend to be too optimistic. Both extremes are equally dreadful. On one extreme, knowledge of risks restricts...

Life often throws a lot of stuff at once. We feel overwhelmed and too crippled to take any step. Our minds run in different directions. We put much effort into moving forward but feel stuck. One thing that I find helpful in such situations is asking this question:...

Enterprise software (ERP/CRM) projects are already too complex and expensive. Consultants who implement these software projects are often paid by the hour /day. So, their incentive is based on the amount of time they work. Their internal incentives (bonuses and...

I am influenced by a self-serving bias. If I am not careful and alert, I default to being an actor during success and look at someone else during failure. Many egocentric biases influence my mind every day. If I am not careful, I may protect my ego for all the wrong...

Looking at you, I can see your shortcomings, weaknesses and limitations. At this point, I feel I am complete, and you are so incomplete.When I am patient enough to look into your eyes curiously, then I see myself clearly. I see myself looking for short-term gains,...

Enterprise software projects (ERP/CRM) are complex, multi-dimensional moving beasts. The ERP Project manager's job is to clearly state the facts and present the project's current status. Yes, with an indication of the planned next steps and an estimate to complete the...

In the ERP world, talking about things is much more expensive than doing them. For example, configuring the ERP is often relatively straightforward. The complexity is in understanding requirements, documentation, testing, and providing training. So, the cost savings...

In the B2B environment, when I announced, “We have made a strategic decision to implement a new ERP and cracked a great deal with the implementation partner.” In parallel, there is likely to be another announcement on the vendor side, “We have secured a major project...

Life is too confusing to deduce any meaning out of it. Things that are too important for one person; other is distributing it for free. A few of us are running like crazy to get there; others who have been there find it worthless. Over our lives, there are constant...

Progress is not directly proportional to activity. We may make progress by doing less: Making difficult but sensible choices about cutting unnecessary steps in the process. Deciding to actively descope automations that add no value. By eliminating problems, so we...

ERP stands for Enterprise Resource Planning. If we try to understand ERP by its name, we will limit its potential and scope. ERPs are no longer limited to resource planning at the enterprise level. Though its roots are in materials resource planning, it has outgrown...

Consider that you are building a house. The builder called to inform you that the house would not be completed by the agreed date. Then he gives you a few options: You remove the backyard and garage door completion from the contract (descope). Or, Move the completion...

Sometimes, the writing on the wall is crisp and clear. Everyone can see it, but no one talks about it. It may be because we are busy, follow norms, feel shy, think it is not our problem, and start to believe - it is what it is. Yet, when one of us (usually an...

Imagine living with your family in more than one house. Each house is built for a specific purpose (sleeping, getting ready, or cooking). However, the houses are far apart, and there is minimal communication. Imagine the everyday chaos you and your family may have to...

Ego-based thinking is one of the top constraints in every project, relationship, or interaction. By default, we tend to overestimate our own contribution. Our thinking patterns put us at the centre of every discussion point. So, we feel good when we hear our praise...

Sometimes, we like to take it out. We want to talk about our problems, issues, and challenges. We like to discuss things that are not working. We bounce ideas and ideal scenarios of what should happen. We may draw conceptual diagrams and paint a picture for the...

Progress without a plan is likely to be more drifting and less progress. We may see effort and outcomes but are unaware of direction. However, we are not designed to plan and implement. If no one mandates a plan, we are likely to continue with no plan. Perhaps that is...

Stumbling upon the long list of cognitive biases and their effects on our decision-making, I realised I am not a rational person! Consider taking some time for self-reflection.

Take a moment to think about your childhood. Ponder the days of your uni or the early days of your career. It may all seem like distant memories, with some faded recollections of your experiences. Even if we try to recreate the good old days, we will likely regret our...

Technology projects earn a bad name due to uncertain completion, outcome, and quality. The Project teams tend to be on the extreme north or south of the project methodology spectrum. Either they notoriously follow a set methodology, or there is no project management....

We often debate ways of working (methodologies, processes, procedures, and rituals). Here are a few points to consider: The ways we worked before may no longer serve us well. Two distinct ways can be equally valid. Hybrid ways (the amalgamation of two ways) may serve...

The following policies and procedures may sound bureaucratic. Some may want to uproot such limits. Casual wear is only on Fridays. No mini skirts or shorts are allowed. The Project Manager must always own the Project Risk Register and Project Schedule. The CEO must...

If I know every tackle and trick in soccer but don’t know how to play with my teammates, I will likely be useless. I may be the best guitar player, playing solo, but I struggle to play in the band; my skills are limited to my room. Similarly, enterprise software...

When we are in constant, extreme pain due to a problem, there is a high chance that we will put effort into resolving it. So, pain (being painful) works in our favour. Other problems sometimes cause extreme pain and other times reasonable pleasure. Most such problems...

Problems cause pain; hiding them under the carpet and moving on with life is often straightforward. But most issues don’t go anywhere. They grow stronger and stand in front of us over and over again. Solving one problem has the potential to unlock numerous new...

I may find fulfilment in serving others. I may find peace in donating my savings. I may feel better after caring for my family. I may feel a sense of achievement in making more money. I may feel smart by fooling others. You may label me good or bad based on what I...

Many reasons can cause our current mess. It is often easier and more practical to start from scratch, which relieves us from the painful analysis of finding the reasons for the current mess. Here are a few examples: My kitchen is messy, and I will organise the kitchen...

Two people can have the same qualifications, experience, and skills. Yet, there can be massive differences in their earnings. The earnings difference is likely due to the personal brands they both carry. We carry a personal brand at all times. Some polish it and make...

Motivation is scarce and short-lived. Multichannel communication methods and long lectures will not help in the long run. So, consider developing the work environment with the following attributes: Try to tell stories about everything, as we love stories. Gamify...

The small number of hardcopied letters (mail) was more valuable than the many emails in our mailbox. In our teenage years, two pairs of ordinary shoes and jeans were more valuable than the heaps of fancy clothing I possess now. The once-off treat of buying the ice...

Few thoughts to help move attention away from ourselves: Thinking that I do great work can be an illusion. The work is likely being done through me. So, possibly, I am a medium and not an actor. My ability to do anything is due to the ecosystem of services others...

As leaders, we may have temptations to be in the limelight. It boosts our ego and pride after sharing a project update. We may carefully weave words to show how well the team performs under our leadership. However, let us keep reminding ourselves that it is not about...

We love to get things done instantly, with minimal effort, cost, and overhead. We tend to desire and appreciate things that increase our status and boost our ego. We love to look good in front of others. We assume that we are rational thinkers. The sales and marketing...

Eat less, exercise more. Live within your means. Take care of yourself and your people. Keep your ego in check. Know that you are a minuscule part of a vast ecosystem. Associate with only one. There are a handful of simple rules for living an excellent life. Yet, our...

One ball and two sides make a game. The association on each side makes up spectators. The potential number of spectators is associated with money, glamour, speculation, and fun—the hype of possibilities, in turn, is associated with media, commentators, lights, and...

There are certain things that I must do. I know they lead to my goals and aspirations. Yet, I see myself choosing things that are more pleasurable and fun. Short-term pleasure, relief from pain, and distraction often win over things that matter. This is one of the...

Fasting is said to be good for our bodies, yet most of the world appears to be obsessing about food. We need uninterrupted time to produce great work, yet we design open offices and meetings to stay busy. Simplicity is said to be the path to peace of mind, yet we...

Some tribes (organisations, teams, and families) are extraordinary. The members of the tribe support each other. They love, sacrifice, and deeply care for one another. They prosper together and achieve great heights. One day, however, the world turns upside down for...

When I try to exploit every avenue, squeeze a little more, and do too much, I exhaust myself, feel unfulfilled, and miserable. My fulfilment, satisfaction, and joy are hidden in giving up on things that do not matter and focusing on things that matter. However, this...

When I put myself at the centre of the universe, then everyone must listen to me, adhere to my preferences, follow me, and understand my goals and aspirations. When I put my organisation (higher goal) at the centre of the universe, I must listen intently to everyone...

I know a lot of good stuff. But that doesn’t mean I necessarily do it. I know the value of losing weight, cleaning clutter, delegating, managing time, and other such topics. Yet, I often struggle to implement them in life. Similarly, I have access to templates,...

Evaluating current problems, brainstorming groundbreaking ideas, developing a vision, reviewing future possibilities, documenting plans, and seeking expert advice is just a first step. All of these initiation endeavours are often fascinating and glamorous. The next...

Most of my misery appears to be when I put myself in the middle of everything. The dilemma is that I am conscious that it is not about me, yet I naturally tend to put myself in the middle and suffer. Here are a few examples: I want to make my project a grand success....

When I move house, I have a choice. I can choose to invest resources to migrate seamlessly so my family will feel proud of my management skills. But such migration will come with a hefty bill without guarantees of my family’s happiness and my pride. Alternatively, I...

Any meaningful positive change requires our sacrifice. Sacrifice may take the form of our time, effort, or resources. Losing weight, learning to play new instruments, and changing habits are hard work. Fasting for two days and waking up early once a month is a wasted...

ERP implementations are costly, complex, and time-consuming. It is common for business stakeholders to get eager to complete the implementation and return to normal life. But, in reality, we are never done after the first project. Here are a few common reasons: Not...

Controlling ourselves and making sure we do the right thing is great. However, it may be good to examine the source of cravings. For instance, I eat, check my mobile, drink coffee, and walk to break the current cycle and prevent boredom. So, I may need to find more...

In business, we often see major technology projects (ERP, CRM) as an obstruction to operations. These projects are additional overhead. They require more money, resources, and time from the organisation. They cause business disruptions. Staff hate to experience...

Over time, people understand our obscure objectives and intentions. Our intentions become transparent with our decisions, body language, and actions, which people around us observe over time. With time, people could see through us. If our intentions are good for them,...

It is easy for busy parents to blame the naughty child for any mischief in the house. While this may be an efficient way to move on, it does not solve any problems and may make matters worse over time. Post-Go-Live, we can experience quite a few issues while using the...

We often like to outsource things that are too complex and where we lack the required experience. Change management is one such service. We assume the new Change Manager should be able to manage change initiative, as she has 20 years of experience and many...

Organisational Change Management, OCM, can be pretty challenging. It is one of the main reasons for projects to take painfully long. Corporations invest substantial amounts in Change Management, yet OCM remains a constant challenge. So, we may wonder what the solution...

Sometimes, we know that new ways of working are the way to go. They are more efficient, complete, and practical, yet people resist adopting them. From the outside, it makes no sense to resist. But, when we look closer, we find that people have emotional connections to...

In change management, we want others to accept change happily. We don’t want any resistance to change. But, before setting such expectations, we may want to take time and ask a few questions: Do we know enough about the new change we preach to others? Do we fully...

In change management, we seldom manage change. Instead, we manage: Our response to potential change. Promotion of strategies for adopting and adapting to change. Learning new behaviours, processes, and systems to live with the change. Exploring how the potential...

Topics like sustainability, embracing diversity, environmental awareness, and change management are deep learning topics. They challenge our current thinking patterns, culture, and decision-making. It all sounds too hard! So, most of us choose an easy solution! A...

Parents, teachers, coaches, managers, sponsors, boards, and steering committees can be annoying. They are in a comfortable overseeing position and always pick on us. They always have something to say. They have no clue about our challenges and constraints. Yet, they...

Adapting to and adopting change is difficult. One may have to understand new concepts, processes, and systems. It requires additional effort and sacrifice. So, why will our employees be willing to support the change? There must be good reasons for this. As sponsors...

In the last post, we covered how we confuse organisational change management (OCM) with change marketing. Change marketing typically involves broadcasting your messages multiple times using different mediums, hoping the message will resonate over time. We often call...

During project execution, we send stakeholders many messages about the change. We use many mediums (email, print) to present our information. We consider publishing forthcoming changes and providing support (training, a cheat sheet) as change management. These...

As change managers, we must learn from school teachers, team coaches, and professional mentors. They facilitate change in the lives of their pupils daily. Think of how great teachers, coaches, and mentors have shaped and transformed the lives of many great men. I am...

If the change is constant, then we must have a plan to manage it! However, we do not carry any formal plans all the time. For example, we are maturing and growing old, and our priorities and lifestyles are changing. Without noticing, we must be constantly changing. We...

IF, I choose to serve my customers, project, and team genuinely. AND I don’t pretend to have answers to all questions. AND I stay humble, genuine, and vulnerable, yet I work hard to find the appropriate answers. AND I genuinely give credit to the team members who...

As a leader, I should ensure we reach the best possible outcome within the given constraints. I should not be controlling my people. Instead, I should be guiding them towards a shared outcome. Unfortunately, I still see leaders controlling their people and demanding...