We know ERP and accounting software products from the top vendors offer very similar capabilities. Level of support from the solution provider is the #1 criterion for experienced (i.e., 2nd time buyers) ERP purchasers. Silverware’s value is amplified by its ERP vendor specialization in just two products: NAV; and Intacct, and providing customized support plans to help our customers succeed.
There’s a growing trend among software value-added resellers (VARs). Perhaps it’s no surprise, in that it echoes a trend in many other industries. It’s the practice of offering consumers multiple choices – sometimes an unbelievable number of choices. Think of the breakfast cereal aisle at your local supermarket. Or the Amazon marketplace. Neither your grocer nor Amazon even bother pretending they are knowledgeable about all the products they’re selling. But VARs often do. And that’s where the potential problems lie.
More lines in the water may not be to your advantage
Concerned that specialization in one or two core solutions will limit their appeal to consumers who’ve grown to expect multiple options, many VARs offer a cereal aisle’s worth of choices, figuring that more lines in the water will catch more fish. And perhaps that part is true – but that sales-driven approach may not be to your best advantage.
So, what’s the problem with a sales-driven approach of offering an array of competing products? The problem lies in the possibility that by diluting their expertise, they might sell you the wrong one of those products. Why are they promoting this one over that one? Was their profit margin higher on that option? Maybe they have the best of intentions, but just don’t know enough about the various applications to make the right recommendation for you. The problem lies in the separation such firms place between sales and service. Promises made during the sales cycle can be forgotten during the implementation. The problem lies in the possibility that they place a higher priority on making the sale than they do on creating a successful outcome for you.
Bucking the trend – committed to successful outcomes
We don’t consider a sale as a win. When your firm’s focus is on creating successful outcomes for clients, the sale is just the first step.
We don’t decide to represent a product because it’s trending, or because the firm down the block is selling it, or because we want to appeal to as many prospects as possible. We elect to specialize in just two world-class business management solutions, Microsoft Dynamics NAV and Intacct because we know that when implemented correctly by the right partner, they are ideal for many diverse businesses in the manufacturing, distribution and business services sectors. And we know that by not diluting our talent and resources, by focusing our efforts on what matters, we can create successful outcomes for our clients.
We firmly believe that this high level of specialization and focus has profound advantages for you. We have worked for years (decades even) to be experts in these solutions. We continually invest in our training and certifications. We’ve successfully implemented these solutions for hundreds of clients in dozens of industries. We understand down to a source code level how they work, and what they can (and cannot) do. And we can put you in touch with many, many clients who can attest to how our resulting experience and expertise adds value to their businesses.
We may not be the one. And that’s okay.
We know that there will be businesses for which neither of our solutions is a good fit. And that is okay with us. We’ll be the first to tell them that, and send them down the cereal aisle.
By not diluting our resources trying to be all things to all prospects, we spend those resources on forming long-term partnerships with our clients, and concentrating on what we do best – delivering successful outcomes.
Ready to learn more about the Silverware difference? We invite you to connect with a member of our consulting team to discuss how we can help make a difference in your organization.
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