Big and multinational corporations are always in the forefront when it comes to embracing advanced technologies. In case of ERP system only the big companies were able to successfully implement it due to the big costs involved.
How to sell erp software to small and medium business clients
Big and multinational corporations are always in the forefront when it comes to embracing advanced
technologies. In case of ERP system only the big companies were able to successfully implement it due
to the big costs involved. However things have changed now and even small and medium businesses are
feeling the heat of competition and inclined to implement ERP in their organizations. Generic ERP
system looking across all industry verticals does not fit in small and medium business environment as
they are too bulky and user unfriendly. Big companies have already implemented ERP and ERP vendors
now have to look towards small and medium enterprises to sell the product.
Several small and midsized companies in their growing stage are looking for automation and
improvement of their production cycles for future growth. These companies are more likely to consider
ERP implementation to achieve operational efficiency along with enhanced productivity. Let’s look at
the strategy that needs to be adopted when selling ERP software to small and medium business
ERP Software sold for higher ROI:
ERP system provides monitoring tools, improves efficiency and also helps get functional reports. Small
and medium sized businesses prefer investing in automation software that improves Return of
Investment. ERP system can be sold to SME’s improve efficiency of employees and enhance
Based on the organization structure and core business activities, small and medium business clients may
not be eager to implement ERP in every department of the organization due to the costs involved. ERP
system vendors can sell selective modules to business organization that will help them reduce costs. For
example: a manufacturing business may benefit greater from specialized production and marketing
Finding out specific business requirements of small and medium business clients:
Business requirements change with ever organization. Some businesses may require software to
automate some business processes while some may require software that enhances efficiency of their
workforce. ERP vendors can approach small companies to know their specific needs and offer
customized ERP software modules that serve the purpose. Single solutions ERP modules cost less than
complete ERP software and many small companies with tight budgets may also consider
implementation of single solution ERP modules.
Explaining the functioning:
Small companies are less inclined to spend funds on learning new techniques; the reason they stick to
age old inefficient legacy systems for day to day business activities. ERP vendors can organize group
discussions and training session to help understand business owners and employees function of ERP
system and advantages it provides.