Most failed software implementations follow the same pattern: starting with a product list, comparing features in a spreadsheet, and choosing based on price. The result is a system that ticks every box but is never used.
The reverse methodology - process first, product last - takes two weeks longer but significantly reduces the risk of abandonment and wasted investment.
In short
- Document the current workflow, including steps and stakeholders.
- Identify the three most costly bottlenecks in your operation.
- Build three test scenarios based on real-world business situations.
- Maintain a shortlist of no more than three vendors.
- Verify native integration with your ERP before the final decision.
The seven steps of selection
Follow this order for a successful implementation:
- 1. Document your current commercial and operational processes.
- 2. Quantify bottlenecks (hours lost, delayed orders, missed follow-ups).
- 3. Define 'must-have' requirements versus 'nice-to-have' features.
- 4. Create a shortlist of three potential vendors.
- 5. Request demonstrations based on your scenarios, not standard demo data.
- 6. Conduct a technical audit of integrations and data portability.
- 7. Negotiate based on Total Cost of Ownership (TCO) over three years.
Vendor red flags to watch for
Be wary of vendors who refuse to demonstrate using your specific data, cannot clearly explain the full data export process, provide implementation estimates without a prior analysis, or give vague answers regarding the ownership of the integration with your ERP (such as SAP Business One, Microsoft Dynamics 365, or Sage).
Frequently asked questions
See how it works in CRMconnect
Native modules for sales, quoting and reporting, integrated with the ERP you already run.
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