Comments on: The Real Reason ERP Sales Are Down: Buyers Aren’t Morons – Software Companies Are http://erplife.com/2010/02/08/the-real-reason-erp-sales-are-down-buyers-arent-morons-software-companies-are/ Customer satisfaction is worth more than sales awards Wed, 25 Aug 2010 04:03:14 +0000 hourly 1 http://wordpress.com/ By: Jim Tarala http://erplife.com/2010/02/08/the-real-reason-erp-sales-are-down-buyers-arent-morons-software-companies-are/#comment-57 Jim Tarala Fri, 12 Feb 2010 16:24:47 +0000 http://erplife.com/?p=481#comment-57 When is the last time you have seen true innovation from an ERP vendor? The maintenance renewal invoice always seems to show up more often than an upgrade that is a must-have (other than for security/patch reasons...). Most customers don't realize until too late that every add-in and customization moves them closer to creating their own little FrankenERP. This, in turn, significantly increases their real upgrade or replacement costs. Many do not have the money, time, nor energy to go through the hassle of another conversion. When is the last time you have seen true innovation from an ERP vendor?

The maintenance renewal invoice always seems to show up more often than an upgrade that is a must-have (other than for security/patch reasons…).

Most customers don’t realize until too late that every add-in and customization moves them closer to creating their own little FrankenERP. This, in turn, significantly increases their real upgrade or replacement costs. Many do not have the money, time, nor energy to go through the hassle of another conversion.

]]> By: David DeVelder http://erplife.com/2010/02/08/the-real-reason-erp-sales-are-down-buyers-arent-morons-software-companies-are/#comment-54 David DeVelder Mon, 08 Feb 2010 15:39:50 +0000 http://erplife.com/?p=481#comment-54 In my first flirtation with being a top salesman expressing my concern about running out of prospects, my boss said, "Dave there are two reasons why you won't run out of prospects: (1) we provide the finest customer experience, and , (2) we are constantly obsoleting our present products to give the customer what they need and want." That was many years ago - before the PC revolution. That company has grown from a regional sales organization to global power, never once failing to show an increase in new revenue. Wayne, if PC applications software would have adhered to the simple principal above they would still be profitable today. Instead it became a "forget developing products for the long term - our only driving force is the amount of money can we make today, this quarter, this year." In my first flirtation with being a top salesman expressing my concern about running out of prospects, my boss said, “Dave there are two reasons why you won’t run out of prospects: (1) we provide the finest customer experience, and , (2) we are constantly obsoleting our present products to give the customer what they need and want.”

That was many years ago – before the PC revolution. That company has grown from a regional sales organization to global power, never once failing to show an increase in new revenue.

Wayne, if PC applications software would have adhered to the simple principal above they would still be profitable today. Instead it became a “forget developing products for the long term – our only driving force is the amount of money can we make today, this quarter, this year.”

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