If you are considering the purchase of a (new) ERP system, it is wise to request a demo from various ERP partners. This way you can compare what the various packages entail and what the partners can offer you in terms of implementation and support.
Actually, there are two types of ERP demos, says Jan Verdoorn, sales manager of Logres. "You have the look-and-feel demo, in which we introduce ourselves and show what an ERP package looks like, and the case demo, in which we show what the business-critical processes that are not running efficiently in the current situation will look like in the new ERP package. We can then show companies how these processes can run efficiently by saving time and costs. That way, companies can grow without the need for extra hands.
Look-and-feel demo
The look-and-feel demo is often the first exploration of a particular ERP package. The question at the heart of this demo is: do we as a company see ourselves using this ERP package? This presentation looks at whether all the necessary components are present and checks whether the package looks user-friendly and intuitive enough to be accepted in the organization.
Case demo
At the case demo, Jan flies in the functional experts, as he puts it himself. "This demo revolves around business-critical processes of you as a potential customer. Often there is a list of requirements that an ERP package must meet. Those requirements are hard, but the solution offered within the ERP package can often be realized in multiple ways. It's about showing what we think is the best way."
Often there are several roads that lead to Rome. It is up to us to give clear advice on that.
Jan values that it is not the sales managers who give a case demo. "As a sales manager, you run the risk of promising more than you can deliver. A business consultant will never do that: he or she shows you exactly what is and is not possible. Moreover, we show that in the environment itself: so no pictures, but clicking around in a real ERP system."
Preparation tips
How can you best prepare for a demo? According to Jan, it's important to have in mind what you want to know. "If you request a demo and then get a long list of possibilities, you won't get much use out of the demo. It's just going to make you dizzy.
What are your wishes and requirements? What are the bottlenecks in your organization: list them and share them with the party you are meeting with. It is no use to anyone if you have planned a demo and suddenly come up with questions that were not prepared in the presentation. Because the answer is often not ready 1-2-3 and that is a waste of demo time."
The second tip, according to Jan, is to have a healthy distrust of parties where everything seems possible. Jan: "A skilled ERP partner will sometimes also sell you "no." At least: if you want something you shouldn't want in an ERP package. We as Logres also sometimes have to say: what you are asking now may be possible, but it is not sensible. We are not going to realize this for you."
A skilled ERP partner will also sometimes sell you "no.
The final tip is to let the ERP partner come up with solutions and not already think out the solution yourself. Jan: "You have to say what you want to achieve and what you need. It is up to the ERP partner to help you think about how to achieve that result. So don't mention the functionalities that you think could be helpful, just tell them what you want. That way you can get reliable advice that is really useful.
Checkmoment
Jan: "A demo is also a bit of a check whether your wishes have been listened to and a check whether the ERP partner understands your business. Remember: if an ERP partner did not listen to your input during the demo, you can expect the same during the implementation process. So always choose a party that thinks with you and is able to assess what is important to you."
