Sales Pitch

After listening to an insightful presentation on Sales Pitch at the Nordic Software Summit in Stockholm, I had an important realization. I have been selling NetSuite for almost 20 years and have successfully delivered solutions to both small and large companies. Despite my experience, I know that selling ERP systems is challenging – but buying them can be even harder.

As a tech enthusiast, it’s easy to get caught up in details and features, which often fascinate both me and the customer. But are all these details really relevant to someone looking to purchase a new ERP system? The market is flooded with systems, all claiming to be the best at something. For many decision-makers, who may have reluctantly been assigned the task by their CEO or CFO, the purchasing process can feel overwhelming. When you also consider that up to 80% of all ERP system implementations don’t perform optimally after a year, it’s easy to understand why so many hesitate to make a decision.

In fact, 60-80% of those who start looking at new ERP systems ultimately choose to do nothing. It’s simply easier to stick with old systems than to risk a failed implementation.

As a vendor, it’s not easy to bring up the risks of a new ERP system without scaring the customer. Our challenge lies in informing them of the risks in a way that also shows how we address them through our project methodology and delivery.

So, how do you stand out in a crowded field of ERP systems and vendors without getting bogged down in details? It’s simpler than you might think. The sales process can be divided into two phases: Initiate and Differentiate. In the Initiate phase, we listen to the customer and identify their needs without getting too deep into the details. In the Differentiate phase, we highlight what makes our solution unique compared to the competition. If you can effectively execute these two simple steps, you’ve guided the customer through important decisions. Being open about the pros and cons of both our own systems and those of our competitors builds trust. And we all know that trust is the foundation of any successful business relationship.

Historically, we’ve avoided discussing other systems, but in today’s competitive landscape, it’s essential to understand and communicate how our solution stands out. With NetSuite as an ERP system, it’s not difficult to implement this model in our sales organization. NetSuite stands out in many unique areas, making it easy to highlight what sets us apart from the crowd.

For us, it’s exciting to continuously develop and improve our work. By refining and perfecting the company’s sales strategy, we are confident that we can continue to earn our customers’ trust and successfully deliver NetSuite ERP solutions.

/Rikard Burman Holmgren CEO