During his or her pitch, your ERP salesperson most likely highlighted statistics about how much you can save – “you’ll see a 20% reduction in this cost” or “you’ll see a 40% saving in this area.” That tends to be an effective sales approach and gets results, because everyone wants to achieve these goals.
Do you remember the “Where’s Waldo?” series of books? Each page was filled with an illustration of a crowd of people. Hidden inside the crowd was a tall, skinny man (Waldo) who wore blue jeans, a striped sweater with a matching hat and scarf set, and glasses. Trying to pick him out of a crowd of hundreds of characters led to frustration and eye strain, yet there was ultimately a sense of triumph when you located Waldo.
What’s the first thing that comes to mind when you hear the words “ROI” and “ERP systems”? Do you automatically think of how much money you’re saving because you’ve implemented an ERP system, or how much you’ve profited as a result of this technology?