Why Custom Development Should Be Expected for Nearly All Applications
Executive Summary Package vendors and consulting companies overstate the degree to which package software can meet requirements. We cover an assumption of the percentage of requirements that are covered by package software. Introduction Vendors and consulting companies present a false assumption. This assumption is that package software meets most to nearly all of the business…
How to Manage the Demo Provided by Vendors in Software Selection
Executive Summary Vendors use demos to show their prospects their software. However, demos are not realistic environments. In this article, we will cover how to take control of the demo from the vendor. How to Manage The Demo The software demonstration (or demo) is one of the few opportunities to get first- hand experience with…
How to Avoid these Nine IT Procurement Mistakes
Executive Summary Procurement departments can fall into traps that software vendors set. In this article, we cover some of the most common of these. Introduction Suboptimizing IT procurement is easy to do! Vendors often make it a complicated process to optimize. Procurement departments face time pressures, challenges in communicating across internal technical and business teams,…
How to Use Information Provided by SAP for Software Selection
Executive Summary Vendors provide information that is used during the software selection process. How should this information be used? Introduction Software sales are known as one of the more aggressive types of sales. Good software salespeople are highly compensated and are given every incentive to sell as much as possible. In some cases, such as…