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How to Sell ERP to Small and Medium Business (SMB or SME) Clients

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Most of the leading ERP vendors of the world have paid highest attention in providing optimal ERP solution to large organizations located across the world. Software automation helps these big organizations to automate the processes to promote easy functioning across various geographical units located in different countries.

Large organizations generally go for completely automated systems where each and every activity is automated, whereas, small organizations generally go for the sub components of total ERP as small organizations do not want to spend resources on ERP implementation.

Some of the common functions automated by ERP are supply chain management, accounting, financial management, HR management and CRM. These functions require complex automation and integrated modules, which enables large organizations to function easily, and to have a control on work processes from one user interface.

There are many small and midsized organizations that are in growing stage and these companies require automation to improve production cycles as it is preparing for future growth.

Common reasons for small and mid sized companies spending on ERP

ERP sold for ROI: It improves efficiency, provides monitoring tools and helps in getting functional reports. Small and mid-sized organizations prefer to invest in automation to improve ROI, and it can be sold to increase production cycles and to improve employee efficiency.

Group Discussion with employees: Training sessions and group discussions can help the employees of an organization to shift from old technology to new ones because midsized companies may not like to spend its resources on learning new techniques. It is very important to get into discussions and define the functioning. It is also important to impart training to the employees to enable them to use the software efficiently.

Cost competitiveness: Based on number of features selected by the organizations, small and midsized organizations may not spend for complete ERP; therefore, you can sell selective modules to enable easy implementation and to reduce cost. For example: the manufacturing companies may only buy specialized marketing and production modules or small businesses may not require multi-location features and such feature can be disabled.

Find out the specific needs of the small and midsized companies: Some small companies require automation of single process or it may need to keep a control on employees. Small and midsized organizations can mention the specific needs to take single solution modules at a low cost. The ERP modules that best suits the requirement of small sized organization can be implemented in such organization.

Using open source implementation: Open source implementation enables an organization to use a number of modules from different software vendors to get single integrated software but there are many security issues which can be very challenging and it can even result in inaccuracy in functioning resulting in drastic consequences.

Software as a Solution: Software as a solution can be used by small and midsized companies to prevent expense on hardware and to reduce the time of software implementation. Software on-demand can be bought on subscription basis and the companies get the needed reports and solutions without going through implementation procedure.

 Read Related Articles

ERP SoftwareHow to Choose the Best ERP Systems
ERP SystemCauses of ERP Failures
Enterprise SystemWhat is the Purpose of ERP Software
Enterprise SoftwareImportance of ERP in Small Business

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