ERP: The Pressures and the Payoffs – What “Second-Time” Buyers Know!

In our prior post we looked at what 170 survey respondents told research firm Aberdeen Research were their key criteria in selecting an ERP system.  At the end of that post, we noted a contrast with a similar survey performed a few years ago by one of the world’s largest accounting-consulting firms, Deloitte Touche.  We’ll look at those results today.

In a survey performed a few years ago, Deloitte asked first-time buyers and second-time buyers of ERP systems what they considered to be the most important system selection criteria.  The differences are illuminating.

First-time buyers listed – in order – the following ten criteria:

1. Price of the software
2. Ease of implementation
3. Ease of use
4. Ability to fit business
5. Functionality
6. Ability to work with existing hardware
7. Growth potential
8. Level of support provided by reseller
9. Quality of documentation
10. Developer’s track record of performance

First time buyers, in the absence of any other meaningful criteria, are often most concerned with the cost of the system, and the ease with which it can be implemented.  They’re usually not thinking about the importance of things like… reviewing and revising their processes… reworking their workflow… tailoring the system to their actual needs… or whether their provider can provide the requisite support.

Until they’ve gone through the process once.

Second-time buyers, no doubt chastened by earlier experience, listed:

1. Level of support provided by reseller
2. Developer’s track record of performance
3. Ability to Fit Business
4. Growth potential
5. Price of Software
6. Quality of documentation
7. Functionality
8. Ease of use
9. Ease of implementation
10. Ability to work with existing hardware

Note the experienced buyers’ high level of emphasis on the relationship and support provided by their implementers… the track record of the software (and/or implementer), and the ability of the software to fit the way they do business.

Nothing like listening to the voice of experience.  Speaking of which… in our next post we’ll take a look at the details of planning and rolling out the ERP system.

 

 

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