Part II Chapter 14 For many months your prospective ERP cus

Part II - Chapter 14 For many months, your prospective ERP customer has been analyzing the hundreds of assumptions built into the $900,000 ERP software you are selling. So far, you have knocked yourself out to try to make the sale. If the sale goes through, you will reach your yearly quota and get a nice bonus. On the other hand, loss of this sale may mean you start looking for other employment. The accounting, human resource, supply chain, and marketing teams put together by the client have reviewed the specifications and finally recommended purchase of the software. However, as you looked over their shoulders and helped them through the evaluation process, you began to realize that their purchasing procedures – with much of the purchasing being done at hundreds of regional stores – were not a good fit for the software. At the very least, the customizing will add $250,000 to the implementation and training cost. The team is not aware of the issue, and you know that the necessary $250,000 is not in the budget. What do you do?

Solution

Actually first of all we have to explain the advange of our ERP software and also have to put the points to show that our ERP software is better than the other ERP softwares available in the market. We will explain all the functions of our ERP software with showing that it is better then the other ERP softwares. We will not show the negative points of our software and should not explain the advantages of other companies ERP softwares. Now after the evaluation of all the stores of clients we will justify that our ERP software could give better results if we customise it according to the individual store. The advantage of customization is that we get the ERP results according to the individual regional store properties.So that they (Client) can utilize their resource very effectively and get the positive results with more profit. But after showing the positive results and advantages of the customization we have to tell him that if they want to take the advantages of customization then they have to paid the extra cost of $250,000 because if they invest in the customization price then there will be the very advantage in the near future regarding to make profit. So we have to show the profit point of view in customization to client and try to convince him to pay the customization cost with the ERP cost. So this is the best method to convince our client to customize the ERP software according to the individual store so that they (Client) can effectively utilize the ERP software according to regional conditions and can make more profit.