The Face Of ERP Web Leads

This image from the FindAccountingSoftware’s daily lead report is a pretty accurate representation of 95% of web leads who contact consultants “looking for a quote”.

These are not requests for quotes – they’re requests for free consulting and invitations to undercut an existing provider without the ability to know the background of the customer.

  • Already have a quote from a provider
  • Looking for a second/third/fourth bid
  • No budget for any type of discovery – expect VARS to quote blind despite complexity
  • Have a third party – IT manager, outside consultant – playing gatekeeper
  • Stringent requirements, unrealistic budget, unrealistic timeframe
  • Not interested in an ongoing consulting relationship

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