There are many tactics small businesses can, and should, employ when embarking on a software selection project. Recently, Software Advice surveyed software buyers across multiple industries to determine which of 14 software selection tactics they found most effective for choosing a product.

1. The Best Software
Selection Tactics for SMBs
Insight into today’s software buyer

2. Software Advice surveyed software buyers across multiple industries to
determine which software selection tactics they found most effective. We
discovered:
• The most popular tactic, assessing processes affected by the software, actually
has relatively low impact on project outcomes and satisfaction.
• Although 71 percent of buyers involved end users in the selection project, our
research found that this tactic is actually the least effective.
• Checking vendor references—meaning getting feedback from real customers—
is the most effective tactic for evaluating software.
Abstract

3. Software Selection Quadrant – Most Effective Evaluation Tactics
To help buyers understand
these key findings, we
created a quadrant that
visualized the effectiveness
of each tactic against two
metrics:
(1) its impact on the
outcome of the project
(based on how different the
experiences were between
those who did and didn’t
apply each tactic); and
(2) its correlation to high
rates of satisfaction with
the software selected.
To view the quadrant, visit
our report page here.

4. Recommended Tactics
Each tactic was evaluated based on our survey results. Tactics in green were most
effective, tactics in blue were optional, while those in red should be avoided.

5. Overall Satisfaction With Software Selection
Overall, buyers who contacted us for advice about software were satisfied or
extremely satisfied with the products they ultimately selected.
30%
42%
17%
5%6%
Extremely dissatisfied
Dissatisfied
Neither satisfied/dissatisfied
Satisfied
Extremely satisfied

6. Buyers’ Satisfaction With Tactics
Those who had an attorney review their agreement with the software vendor had
the highest overall rates of satisfaction, with 36.6 percent rating it “9” or higher.
Attorney reviews agreement
Prepare request for proposal
Assess vendors’ financial viability
Estimate total cost of ownership
Get senior executive sponsorship
Check vendor references
Specify technical requirements
Assess affected processes
Determine return on investment
Define budget
IT professional leads project
Develop script for demos
Involve end users in project
Hire third party integrator
0% 20% 40% 60% 80% 100%
Extremely satisfied Satisfied Neither satisfied/dissatisfied
Dissatisfied Extremely dissatisfied

7. Check vendor references
Have attorney review agreement
Assess vendors’ financial viability
Hire third party integrator
Have IT professional lead project
Determine return on investment
Prepare request for proposal
Estimate total cost of ownership
Prepare script for demos
Senior executive sponsorship
Specify technical requirements
Assess affected processes
Define budget
Involve end users in project
-3 -2 -1 0 1 2 3 4 5 6
Tactics’ Impact on Project Outcome
Impact score
While most tactics had a positive impact on buyer satisfaction, involving end users
in the project actually negatively impacted buyers’ satisfaction with their purchase.

8. Assess affected processes
Senior executive sponsorship
Specify technical requirements
Estimate total cost of ownership
Check vendor references
Assess vendors’ financial viability
Involve end users in project
Attorney reviews agreement
Define budget
Determine return on investment
Prepare request for proposal
IT professional leads project
Develop script for demos
Hire third party integrator
0% 25% 50% 75% 100%
Common Software Selection Tactics
Percent of sample
Although involving end users in the selection process had a negative impact on
buyer satisfaction, over 70 percent of buyers use this tactic.

9. Respondents by Business Size
The vast majority of buyers in our sample represented small-to-medium sized
businesses, with 500 employees or fewer.
2%2%
14%
81%
1-500
501-5,000
5,001-20,000
20,001+

10. Respondents by Level of Responsibility
The level of responsibility of the buyers we surveyed was rather widespread, with
the largest segment of buyers filling managerial roles at their company.
2%
4%
14%
15%
18%
20%
27% Manager
Coordinator/specialist
Director
Other
C-level executive
Vice president
Senior vice president

11. Software Advice™ is a trusted resource for software buyers. The company's
website, www.softwareadvice.com, provides detailed reviews, comparisons and
research to help organizations choose the right software. Meanwhile, the company’s
team of software analysts provide free telephone consultations to help each
software buyer identify systems that best fit their needs. In the process, Software
Advice connects software buyers and sellers, generating high-quality opportunities
for software vendors.
@SoftwareAdvice /company/software-advice
@SoftwareAdvice/SoftwareAdvice
Read about our findings in more detail.Read Report