Tales Of System Implementer Shenanigans: Part 2 - The Accelerator Trap

The Accelerator Trap

Enterprise Resource Planning (ERP) systems are an essential tool for modern businesses to manage and integrate their various operations. However, implementing these systems can be a daunting task for organizations, and they often rely on external consultants and implementers for support. Unfortunately, many large ERP system implementers resort to unethical tactics to secure contracts with these organizations, compromising the integrity of the implementation process. This series will explore some of the dirty and unethical tactics used by large ERP system implementers to secure contracts and win as much as they can at all costs.
  1. Tales Of System Implementer Shenanigans: Part 1 - Bait and Switch
  2. Tales Of System Implementer Shenanigans: Part 2 - The Accelerator Trap
  3. Tales Of System Implementer Shenanigans: Part 3 - Ballooning Billable Hours

Enterprise Resource Planning (ERP) systems have become an integral part of modern businesses. These systems provide a central platform for managing various business processes such as accounting, human resources, supply chain management, and customer relationship management. Implementing an ERP system can be a complex and time-consuming process, but it can allegedly be made easier with the help of an accelerator.

An accelerator is a set of pre-configured and pre-designed functionalities that are intended to speed up the implementation process of an ERP system. These accelerators can be created by ERP vendors or third-party consultants, and they are designed to reduce the time and resources required for implementing an ERP system.

While accelerators can be helpful, some ERP implementers use shady and slippery tactics to sell their proprietary accelerators during pre-sales courting discussions. These tactics can include:

Failing to disclose the limitations of the accelerator: Some ERP implementers may oversell the benefits of their accelerator without disclosing its limitations. This can lead to unrealistic expectations from the client and can ultimately result in a failed implementation.

Providing misleading information: Some ERP implementers may provide misleading information to convince clients that their accelerator is superior to others. This can include making false claims about the functionality and performance of the accelerator.

Pressuring clients into purchasing the accelerator: Some ERP implementers may use high-pressure sales tactics to force clients into purchasing their proprietary accelerator. This can include creating a false sense of urgency or threatening to raise prices if the accelerator is not purchased immediately.

Failing to provide sufficient documentation: Some ERP implementers may fail to provide sufficient documentation for their accelerator, making it difficult for clients to understand how it works and how it can benefit their business.

Proof of concept disguised as finished product: Many times the accelerator is patched together prior to showcasing to the potential client and marketed as in use by other clients.

It is important for clients to be aware of these tactics and to do their own research before making a decision about purchasing an accelerator. Clients should ask for references and case studies from the ERP implementer and should verify their claims before making a decision.

While accelerators can be helpful in speeding up the implementation of an ERP system, clients should be aware of shady and slippery tactics used by some ERP implementers during pre-sales courting discussions. Clients should do their own research and verify claims made by the ERP implementer before making a decision.

Accelerating Towards Disaster: A Patchwork Solution with Hidden Costs

Accelerators are often marketed as a one-size-fits-all solution for businesses seeking to implement an ERP system quickly and efficiently. However, many of these accelerators are not of high quality because they are put together by combining various hodgepodge of customizations from various implementations together and throwing some catchy title on such.

The truth is that accelerators are often not designed as one unified solution, but rather as a collection of customizations held together by duct tape and JB weld compounds. This can lead to a number of issues, including:

Lack of scalability: Because accelerators are not designed as a unified solution, they may not be scalable to meet the needs of a growing business. As a result, businesses may need to invest in additional customizations or even abandon the accelerator altogether and start from scratch.

Lack of compatibility: Different customizations may not be fully compatible with one another, leading to conflicts and errors in the system. This can result in additional time and resources spent on fixing these issues.

Poor documentation: Because accelerators are often created by combining various customizations, the documentation may be lacking or confusing. This can make it difficult for businesses to understand how the accelerator works and how to make changes to it.

Lack of support: Because accelerators are not designed as a unified solution, the ERP vendor or third-party consultant may not provide sufficient support for the accelerator. This can leave businesses struggling to resolve issues on their own.

Businesses should be cautious when considering an ERP accelerator and should thoroughly evaluate its quality before investing in it. While accelerators may provide some benefits, businesses should be aware that many of them are not of high quality because they are not designed as a unified solution. Businesses should carefully evaluate the compatibility, scalability, documentation, and support of an accelerator before making a decision.

Accelerator Reality Check: Don't Gamble on Unproven Solutions

In a real-world situation, a system implementer that we'll call "Celoitte Temini" proposed an accelerator named "Foresight" to a client. The accelerator was marketed as a tailor made solution for the food and beverage industry and was positioned to speed up the implementation process and reduce costs. However, when the client asked repeated hard questions about the accelerator, Celoitte Temini in an inadvertent manner admitted that it had never been actually implemented in any of their previous clients.

This is a common tactic used by some ERP system implementers to sell their accelerators. They make grand claims about the benefits of their accelerators, but in reality, the accelerators may not have been fully tested or implemented in any real-world situations. This can lead to a number of issues for the client, including:

Lack of transparency: When implementers do not disclose that the accelerator has never been implemented before, it creates a lack of transparency and trust between the client and the implementer.

Unclear benefits: If the accelerator has never been implemented before, it may not be clear what the benefits of the accelerator are or whether it will actually reduce costs and speed up the implementation process.

Unforeseen issues: When an accelerator has not been fully tested, there may be unforeseen issues that arise during the implementation process, which can delay the project and increase costs.

Lack of customization: If an accelerator has never been implemented before, it may not be fully customized to meet the unique needs of the client's business, which can lead to further delays and issues.

Businesses should be wary of ERP system implementers who propose accelerators that have never been implemented before. It is important to ask hard questions and seek transparency from the implementer before making a decision. Implementers should be able to provide clear evidence of the benefits of their accelerators and should be transparent about whether the accelerator has been fully tested and implemented in real-world situations.

Accelerate with Caution: The Sales Pitch vs. the Reality

According to recent reports, approximately 81% of ERP implementations where an accelerator was a key decision factor in completing the sale, in the end only 13% of functionality embedded in the accelerator came to be of any value, highlighting the importance of taking a critical and informed approach to any proposed accelerator.

In today's highly competitive business landscape, ERP system accelerators can seem like an attractive solution for organizations looking to speed up the implementation process and reduce costs. However, as we have seen, it is important to approach accelerators with caution and skepticism. While some accelerators may be genuinely useful, many are simply marketing ploys designed to sell more services. It is essential to ask hard questions, seek transparency, and demand evidence of the benefits of any proposed accelerator before making a decision. By taking a critical and informed approach, organizations can avoid the pitfalls of shady and slippery ERP system implementers and ensure that they implement a high-quality solution that meets their unique business needs.

Previous: Tales Of System Implementer Shenanigans: Part 1 - Bait and Switch

Comments

Post a Comment

Popular posts from this blog

Exploring C# Optimization Techniques from Entry-Level to Seasoned Veteran

Image
As with any endeavor there are always multiple ways to achieve the primary objective, this is especially the case with software development as the element of individual creativity plays a central part in the solution. Given the varying levels of experience that make up a project roster it is crucial that all players accept respectful critique of their approach and have an open mind as to the different ways to solve the stated problem. It is important to analyze the different solutions and look at the pros and cons of each option objectively to ensure all potential scenarios are covered that results in a robust and stable solution. Sample Problem Let us now setup a sample project to analyze how a developer might approach such given their differing levels of experience and creativity. Project Detail: The state of California is opposing a one-time carbon t...
Read more

Implementing Enhanced Policing With Big Data and Predictive Analytics

Image
Big Data and Predictive Analytics has been the buzz word in Law Enforcement for some time now. The primary focus is to scrutinize huge amount of law and order data using predictive machine learning algorithms which enables scientists/ researchers create an analytic tool preconceive crime before its commission. This approach has a variety of possible benefits since it can decrease higher crime rates and enhance public safety, as well as lessens the expenditure in police resources. Digital Transformation In Law Enforcement Technology has become increasingly important as police officers have been called upon to do more with less—to be more efficient and effective in an era of shrinking budgets and increasing responsibilities. Even though technology is still new to some agencies, others have been using it for many years. Innovative and forward thinking governments throughout the country are using advanced analytics tools like predictive policing, social media ...
Read more

Is Cloud Computing a Digital Transformation Enabler or Obstacle?

Image
Cloud computing was supposed to make our lives easier. With the ability to access applications and data from anywhere, on any device, it should have simplified things by making systems more flexible and efficient. But according to a new report by BCS, The Chartered Institute for IT, this isn't always the case: 80% of respondents say that using different cloud applications have added complexity rather than simplifying their IT environment. Cloud computing is everywhere and there's now an expectation that moving to the cloud should be straightforward. Cloud evangelist claims it's easy to develop applications in the cloud, but simple isn't always as simple in practice as it sounds on paper. Keeping It Stupidly Simple - Not So Fast So, what's not to like? In a nutshell: It's not always quite as simple as that. The infrastructure-as-a-service (IaaS) model is the most widely adopted cloud model today. In Ia...
Read more