文档介绍：Ten Lessons Learned on How to Buy Supply Chain Software-“Or Confessions From an Ex-Software Sales Guy”
Ten Lessons Learned on
How to Buy Supply Chain Software
”Or Confessions From an Ex-Software Sales Guy”
January 17, 2002
Kom Klinic 2002
Marc Wulfraat
Partner
Kom International
Presentation Overview
The top 10 mon mistakes firms make when buying software
The keys to protecting your supply chain technology investments
WMS Market Overview
Executive Summary
The top 10 mistake list:
Lack of mitment
Being under prepared
Poor business requirements definition
Believing everything you are told (i3>.e. buying futures)
Not managing the demo
Focusing on the software – not pany
Not test driving the software
Lack of due diligence
Under budgeting
Under negotiating
Introduction
The most dangerous career move you could ever make is the purchase of a software system
Protecting pany and your career requires a disciplined approach to ensure:
The right purchase decision is made
A good supplier partnership is established up front
A realistic ROI is promised to your boss
Questions for You
Has anyone ever trained you to buy software?
Can you look at what’s under the software hood and see what you are buying?
Do you know what realistic benefits can be achieved through technology Investments?
Do you feel confident that you know the questions to ask your software supplier to protect yourself?
The Reality of Technology Spending
panies spend millions on technology solutions and fail to realize their ROI.
Some examples:
65% of ERP implementations never get implemented
25% WMS implementations result in satisfied customers
Etc.
The Ten Lessons – Lesson # 1
Lack of mitment
This is the kiss of death for 50% of all . projects
Steps to take:
CEO approval of budget / project is the most important first step to take
Develop a business case
Involve Finance / .
Develop budget / ROI / NPV / cost justification / timeline
mitment – First & Foremo