What Are You Trying To Achieve With ERP?

Oct 28, 2010 12:00:00 AM


Does the quest to achieve ‘industry best practices’ keep you up at night? If you are among 99% of manufacturers, the answer is ‘no – not really.’

Writing to Toolbox.com, Eric Kimberling posted the results of an online poll asking manufacturers for what they hoped to achieve through the implementation of an Enterprise Resource Planning (ERP) system.

Here are the results to date:

  • Achieve Measurable Business Results and a Strong ROI – 30%

  • Achieve Operational Superiority to Our Competitors – 15%

  • Leverage Industry Best Practices Adopted by Our Competitors – 1%

  • All of the Above – 48%

  • None of the Above 6%

The results of this poll are both telling and obvious.

In terms of the obvious, of course manufacturers are looking to ERP software implementation – or implementation of any manufacturing software, for that matter – to achieve results and ROI.

In terms of the telling, the simple fact that Kimberling chose to include ‘leverage industry best practices’ as a poll option tells us that many software vendors still rely on vague benefits when offering solutions.

For a manufacturer, seeking the solution to legitimate business problems (poor ROI, losing track to competition, etc.) and finding only vagaries can be extremely frustrating.

As I’ve discussed before, leading manufacturers are on the front lines of our economic recovery. In other words, your time is far too valuable – from both your own personal point of view and a global economic point of view – to be wasted.

Should you find yourself in an ERP software pitch and find the conversation shifting to a discussion of best practices – before you get to a conversation on ROI – my advice is to immediately (and bluntly) bring the vendor back to a discussion of your true needs.

If they can’t answer how their solution will help you achieve measurable business results, there is no foul in simply excusing yourself from the pitch.

I’d be happy to walk you through the demo, and discuss how it will help you achieve true business objectives, personally. Get in Touch Today!

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About Author
Luciano Cunha

Luciano Cunha

Chief Executive Officer (CEO) For Luciano, being responsible for To-Increase’s global sales and marketing means unleashing the company’s insight, innovation, and creativity to tell our story and help customers achieve their goals. On the road much of the time, he travels the world to meet with customers, understand their challenges and ambitions, and find the most effective ways to help them advance. Luciano develops and mentors our marketing and sales team, and creates strategies to help the To-Increase worldwide partner channel thrive and grow.
Making Customer Needs the Main Business Driver Luciano and his team have daily conversations with the To-Increase research and development organization to bring customers’ requirements and concerns into the road maps and design of our solutions. Luciano brings his insight to the marketing group to make sure the company’s communications resonate with customers and speak directly to their experience.
“I’m awed by customers’ innovative spirit in taking business management technology past its limits and by their generosity in letting us participate and empower them. I hope to transform our organization to become even more customer-centric than we are today. That means making more resources available to spend productive time with both our customers and partners, so we can ensure that we place into customer businesses effective solutions that fit the evolutionary stage of their operation and the way their people and processes work.”
Empowering a Global Channel
Because To-Increase only sells through partners, readying the channel to be successful in helping customers is a business-critical effort. Luciano aims to meet partners where their interests are. Partners who consider the relationship with To-Increase strategic can rely on our industry specialists to work with them as they plan their growth and serve customers. If partners prefer a less collaborative relationship, they still receive the rich To-Increase expertise and resources to ensure they win the business, perform a successful deployment, and retain a satisfied customer. In working with partners and their customers, Luciano brings to bear his experience of many years of creating successful, customer-focused business development and marketing strategies in many of the world’s countries and regions.
Enabling Customer Success in Challenging Business Environments
Looking into the near future, Luciano expects that customers will continue to expect To-Increase to help them make business sense of unfolding trends and technologies. For example, the internet of things (IoT) will thoroughly revolutionize manufacturing, engineering, and supply chains. Big data will be meaningful and valuable when decision-makers can use technology solutions to transform it into actionable business intelligence that supports key roles and business processes. Mobility will help companies become digital enterprises and move business processes forward from any location, at any time. Team To-Increase harnesses innovation to help customers translate the promise of these technologies into business results.
Before his current role, Luciano for several years was one of To-Increase’s global industry directors, responsible for our industry solutions. His experience also spans more than 17 years in IT and manufacturing management roles. These positions took him into various areas at IBM Brazil, serving as product manager for several software development companies, and included working in senior management at a manufacturing organization in the U.S.
Luciano is married with two young children. Away from work, he enjoys participating in a soccer class together with his son and daughter as well as taking relaxing walks in natural environments with his family.

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