I did an entire series on this subject. It was based on a software selection methodology we used to offer when I worked at Grant Thornton. Even though I have oriented it to SAP (because that is what I work with) it can be applied to nearly anything.

This series explains the process and many of the "games" played by vendors. It also offers insight and suggestions on how to be sure you get past the vendor scams, shell games, and fog the vendors tend to promote.

It has very specific instructions on how to overcome many of these items...

Overcome ERP System Integrator Sales Tactics 1
http://www.r3now.com/overcoming-sap-erp-system-integrator-sales-tactics-1

Overcome ERP System Integrator Sales Tactics 2
http://www.r3now.com/overcome-sap-erp-system-integrator-sales-tactics-2

Overcome ERP System Integrator Sales Tactics 3
http://www.r3now.com/overcome-sap-erp-system-integrator-sales-tactics-3

Overcome ERP System Integrator Sales Tactics 4
http://www.r3now.com/overcome-sap-erp-system-integrator-sales-tactics-4

Overcome ERP System Integrator Sales Tactics 5
http://www.r3now.com/overcome-sap-erp-system-integrator-sales-tactics-5

Overcome ERP System Integrator Sales Tactics 6
http://www.r3now.com/overcome-sap-erp-system-integrator-sales-tactics-6

Overcome ERP System Integrator Sales Tactics 7
http://www.r3now.com/overcome-sap-erp-system-integrator-sales-tactics-7

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Bob Swedroe

President & CEO, Expandable Software

Posted on Jan. 20, 2012

Hi Lauren,

I just typed "erp selection" into Google and came up with a bunch of helpful looking resources. If you want to contact me directly, I can send you the link of a few that looked reasonable at a quick glance. In addition, I will be more than happy to discuss whatever you would like. I put my e-mail address down below for your convenience.

You should also check with some people that have gone thru an ERP selection and get some tips and things to do/don't do. For me, the number #1 thing is to honestly assess your critical requirements now and in the future. The processes/workflows that are required, need to be validated in detailed demos, once you get to your short list. After the demos are completed, you really need to do detailed due diligence on the ERP company. I posted a white paper in focus.com on that subject: http://www.focus.com/briefs/reference-checking-erp-selection/

One other suggestion is that I would stay away from some of the free services that allow you to enter some high level information about your company. The primary reasons is that ERP vendors fill out forms that rate/describe their functionality. I have found that there tends to be a "bit" of overstating of the functionality of ERPs in their directory. Keep in mind, that the service is meant to be a lead source for the ERP companies. The sole objective is to get a decent prospect/contact with which to dialogue. If it the prospect wants to see some of the features/functionality/capability that were overstated by the ERP vendor, they obviously try to sell around it. The key is that at least they have a chance to sell around it. If they were completely honest, they probably would not get the opportunity as the prospect would not have contacted them in the first place.

As a note, the directories are free to users, because the companies that provide this service charge ERP vendors for having their products listed in their directory; that tends to be the typical business model. The ROI objectives for the investment by the ERP vendors can only be realized if they have enough leads to convert to customers.Therefore, a "bit" of overstating capabilities should be expected.

Hope this helps

Bob

bswedroe@expandable.com