10 Questions Companies Forget to Ask During an ERP Sales Cycle: Part 2
Are you asking the right questions during your CRM or ERP sales cycle? Read part 2 of our top 10 questions companies should, but don't ask their solution provider for a successful ERP implementation.
Table of Content
Welcome back! Last week, we talked about the first five questions that companies forget to ask during an ERP sales cycle. This week, we will talk about questions 6-10.
6. How will you, as the ERP provider, help support and foster the change the new software will bring to my organization?
A successful ERP implementation can help your organization streamline workflow and cut costs, but a poorly planned and implemented ERP rollout can severely cost your organization, in terms of lost productivity and delays. Make sure that you properly vet your ERP vendors, and talk to their service people who will be executing the rollout. Conference room pilots and service plans are important.
7. Is every cloud solution the same thing?
The answer to this question is no. There is private cloud, public cloud, hybrid, single tenant, multi-tenant, etc. Microsoft offers a huge amount of services, far richer than any other cloud services vendor. SBS Group works with our customers to customize cloud solutions for your particular needs and wants: private, public or a hybrid approach integrating existing clouds and on-prem.
Is your application suddenly trending on Twitter? Microsoft Azure has a free autoscale feature that can help you during unexpected traffic spikes, by automatically scaling up or down to meet demand, while simultaneously minimizing costs.
Top benefits of cloud computing
Cloud computing is a big shift from the traditional way businesses think about IT resources. What is it about cloud computing? Why is cloud computing so popular? Here are 6 common reasons organizations are turning to cloud computing services:
Cloud computing eliminates the capital expense of buying hardware and software and setting up and running on-site datacenters—the racks of servers, the round-the-clock electricity for power and cooling, the IT experts for managing the infrastructure. It adds up fast.
Most cloud computing services are provided self service and on demand, so even vast amounts of computing resources can be provisioned in minutes, typically with just a few mouse clicks, giving businesses a lot of flexibility and taking the pressure off capacity planning.
3. Global scale
The benefits of cloud computing services include the ability to scale elastically. In cloud speak, that means delivering the right amount of IT resources—for example, more or less computing power, storage, bandwidth—right when its needed, and from the right geographic location.
On-site datacenters typically require a lot of “racking and stacking”—hardware set up, software patching, and other time-consuming IT management chores. Cloud computing removes the need for many of these tasks, so IT teams can spend time on achieving more important business goals.
The biggest cloud computing services run on a worldwide network of secure datacenters, which are regularly upgraded to the latest generation of fast and efficient computing hardware. This offers several benefits over a single corporate datacenter, including reduced network latency for applications and greater economies of scale.
Cloud computing makes data backup, disaster recovery, and business continuity easier and less expensive, because data can be mirrored at multiple redundant sites on the cloud provider’s network.
8. Can you help me understand that a little better?
This question is so important. Make sure that you don’t leave a sales cycle without all of your questions answered. This will help you make the best decision for your organization. Your ERP system is only as good as the data that is in it. So, if you want your ERP implementation to succeed, it is imperative that proper programming and procedural parameters are put in place right from the start to minimize the likelihood of errors. We can help you with this, and we want to make sure that all of your questions are answered.
9. Is it important to decommission my legacy applications?
The answer is a resounding yes. If you do not actively work to decommission applications during the implementation, the result is an ERP system with all of the original legacy applications hanging off of it. Another piece of software that you are paying maintenance and support on, paying for hardware and upgrades, and paying for interfaces back into the core ERP. The point of implementing a new ERP system is to streamline workflow and reduce costs and waste, not increase fees.
10. What does a digital transformation really mean?
There’s a lot of talk about digital transformations these days. According to a recent CIO article, what many CIOs describe as a digital transformation actually isn’t. Mobile apps, AI-based chatbots, analytics and other digital services are often used to augment existing services. Gartner analyst Hung LeHong, whose job includes sussing out whether companies are conducting a “digital business transformation” or a “digital business optimization,” said “In a nutshell, we reserve digital business transformation for companies pursuing net new revenue streams, products and services and business models.” “This can include the creation of new digital business units or digital acquisitions. Sometimes the new business models can lead to ventures in adjacent markets or new industries.”
Microsoft defines a digital transformation as: to grow, evolve, and transform every part of your business to better meet the changing market and needs of your customers. We like to think that’s it.
Let us help you with answering these 10 important questions today. Let me know if you have any questions.
Director, Enterprise Sales, Velosio
Joe Gulino has spent 30 years growing and running mid-sized ERP and CRM consulting organizations. Recently, he has focused his career on helping large and mid-sized services companies select, procure and implement ERP and CRM solutions. He has experience in several industries including manufacturing, distribution and professional services.
Today, Joe serves Velosio customers in his role as Director of Enterprise Sales where he helps customers solve business problems using Microsoft Dynamics 365 technology. Joe holds a B.A. in Business Administration and Computer Science from Rosary College, and is based in Naperville, Illinois. LinkedIn
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