The decision to purchase a software solutions business - ERP, CRM - is not easy to take, is quite a complicated and elaborated process. This involved also, indirectly, the inability to test the product in advance, as result of inevitable customizations required for an ERP solution to fold perfectly, or as perfect, to client's business. The existence of demo sites and other average test helps only in addition of names to the list of potential suppliers.
Therefore, in this field of integrated management systems, perhaps more than in any other field, purchases are made based on the reputation of the solution. And, in some cases, on the provider promises, which often are not sustainable by the ERP system.
With regard to the reputation of ERP, or no-name ERP, that are responsible mainly buyers. Since the solution sold to a client does not exist when signing the contract, the beneficiary needs some security. Other words, he must know whether the supplier's ERP has already completed similar projects. And guarantee that the candidate has carried out with succes previous similar implementation is given by references. What has become, lately, the
subject preferred by marketing departments of companies providing ERP solutions. In a very small market, customer reputation sells. Especially if they are "la crème de la crème" of the respective vertical.
When a potential new client has before it a wealth of customer lists and case studies on successful implementations, the first thing he needs to do is to seek common skeleton of the system. It is therefore important to distinguish between the company and product references, because it is totally unnecessary for a purchaser a reference about a Web portal or e-commerce solution developed by the supplier, which did not interest the customer. Also, make references to international products, mainly imported and distributed without specific standard adjustments for the market in Romania, are irrelevant for the local market. On the one hand, because the implementation there was made by another team, not by romanian supplier, and on the other side, because the fundamental differences between the Romanian and external business model.
Faced with an avalanche of references and ERP solutions, customer will have to read beyond the marketing messages and to start in choosing of business solution on the premise that his business is unique and, as such, he needs a product that would be reliable for him.