Software Selection: The Deceptive World of Software Sales!


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

software selection

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!