As a car salesman you must know everything about cars, so if you sell software then you must know everything about software, right? That's not quite right. Of course a software vendor must have a lot of knowledge of IT, but when you sell ERP software that alone is not enough. You have to know all the ins and outs of the industries in which your customers operate: industry knowledge is crucial for an ERP vendor.
It's a business project, not an IT project
There are still companies that treat ERP implementations as IT projects. But they are not. ERP software is about having one integrated solution that supports all business processes in order to move the business forward. So the software vendor must have excellent knowledge of the business processes and know what issues and challenges customers face. Technology and infrastructure are important, but it is streamlined and perfectly automated processes that really make the difference.
ERP software is developed with industry knowledge
Because ERP software supports your business processes, it is built or developed with industry knowledge. A successful ERP vendor knows your type of business and applies that knowledge in the design and development of the ERP system. And when your industry changes, and thus the ERP software requirements change, you don't have to worry about whether your ERP vendor will respond. Your partner knows exactly what is happening and is your best sparring partner when it comes to business process improvements or software modifications.
Your ERP vendor should help you grow
Your ERP partner should have a good understanding of your specific requirements and needs, but should also have a clear opinion of what the best practice is. If your ERP partner has helped several similar organizations improve business processes and create a foundation for growth, you can trust that experience. In fact, the ERP vendor may even know better than you what your business processes should look like. So more than a vendor, namely, also an advisor and a sparring partner.
So when looking for an ERP vendor, focus on the industry knowledge they have. Do they come across as a partner who can move your business forward. Have they already helped similar organizations to yours. Do they speak the same "language" as you? If you can answer "Yes" to all of these questions, chances are you have found the right ERP vendor.
Terry Williams is Operations Manager at Dysel USA with extensive work experience with customers served by Dysel.
