By S.Suren
Global IT spending spiraling downwards, enterprises’ disposal incomes at its lowest levels, bailout marathons and so much more…all these keep reminding us the mess the global economy is in and why we need to be on our toes.
Given the global economy going through its worst recession in over decades, its only rational to understand that the spending on support infrastructure is going to be looking downwards and IT products and services is definitely one that most entrepreneurs would like to label as a support infrastructure. It apparent that during this time, it going to be very hard or almost impossible for ERP Vendors to be able to strike large projects than span over a year, so this is then the best time to go for the short stint ones. These projects should ideally be small enough to strike a deal, and large enough to bring in some revenue to keep things moving.
So then, how do we crack these projects?? Some of the most common selling tools would be to educate the potential clients, about the rapid implementation of the system, the benefits it could give them during this downturn, how organized information available at the right time will help them make the right decisions and so on, because given the context of the world economy this is not the time to make “trial and error” decisions.
In one of my previous article, I had mentioned how the large ERPs were targeting growing economies with their small to medium size suites, well this still stays the same, and only difference being is that now more effort is being put into these regions. Sure, these projects are going to take a lot out of the consultants, but that how it’s going to be, encourage the consultants to go for it and go for glory, the rewards will come.
This year is going to be interesting so make sure you keep watch over developments in all related industries and strike when there is the smallest hint of an opportunity to do a short stint…!!
All the best..Have a nice day!!
ssurenlk@msn.com
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