Tag Archives: erp software

ERP Lead Generation Tips – Make Extraordinary Powers Our of Ordinary Concepts

I’m a bit of an anime nut so it really surprised me when I learned that the latest Tom Cruise flick was in fact based on a light novel. (For non-fans, light novels are one of the many forms of Japanese pop fiction that anime series base themselves on.)

But more to the point, the series All You Need is Kill does something I often unique to anime-style fiction: taking a mundane concept and turning it into a superpower.

When you think about it, isn’t that how software companies innovate? Maybe it’s something worth forming your pitch around in your next lead generation campaign.

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3 Signs That You’re Marketing to a Silo

You really don’t get anything good from a silo mentality. No seriously. I know that from actual experience with one IT department. And while I don’t mean to generalize all those out there, I think a lot of people know what it feels like to have your team regarded a nuisance because your workload adds to theirs.

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Lessons on Rebranding from Dell

You may not be a stock market junkie but business tech vendors might want to pay a little more attention to the recent shareholder drama that’s been happening at Dell. Long story short, two parties are making crazy bids for the company with one of them planning to make it private.

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ERP Software – Not All Customers Need To Know You’re Expanding

B2B Sales LeadsExpansion occurs in different forms but it’s always seen as a good sign. Setting up a factory could mean that you’ve increased production. Developing new features for your ERP software can be a mark of innovation. Even just an increase in business size (and profits) looks promising enough. In any case, they all indicate one thing: growth.

 

It’s natural to see that business growth is a mark of success. Your ERP software business is making more and more money as you serve more and more businesses. Why wouldn’t you celebrate it?

 

However, your current customers may not always be willing to ‘share’ in the celebration.

 

What does this mean? Well, you know those moments where you try to tell them that you’ve successfully expanded in any of the different ways mentioned above?

 

Here’s the bad news: they don’t always care about that.

 

You might think that putting up a new factory or office somewhere might mean something to you. The doesn’t mean the same thing to your prospect if the location isn’t all that relevant.

 

You might think that adding new features or developing specialized versions of enterprise solutions might improve the overall quality of your business. On the other hand, your clients might wonder how that matters if none of those features cater to any need they have at the moment.

 

You might think having more employees and more profits is something everyone needs to know. But the truth is, they’ll only care if an increase in employees includes a bigger and better customer service department.

 

So, why do you need to be aware of this?

 

You have to be if announcing these successful expansions is your way of getting your foot in the door and testing to see which among your current clients can make for new software leads. While making leads out of your current (or even past) clients is a classical marketing strategy, it’s still prone to some of the same mistakes businesses make when approaching entirely new prospects.

 

The key to avoiding these mistakes is to see things from the prospect’s perspective. If you want some ideas, go back to the different ways you can expand your business and see why marketing them may not matter to particular clients.

 

  • More Production? – Recall the reasons why you chose to increase production. Can any of these give your clients an advantage of their own? For example, will it lower costs? Does the actual location enable you to reach out to businesses nearby?
  • New Features? – Do these features address the needs of your client? What drove the innovations in the first place? If you did a survey which indicated the demand for these features, maybe you should start with the clients who participated in it instead of all of them at once.
  • Bigger Business? – More likely, only your stakeholders and investors will care about this more compared to your customers. Then again, this is ERP. Maybe some (if not all) your customers can be considered stakeholders as well. But like all stakeholders, you need to tell them how it directly affects their own business.

 

In summary, expansion is good but it’s also good by itself. You don’t necessarily have to announce it to the whole world. Maybe you just need to limit the announcements to those who also think such expansions help their own business and can see the reason to celebrate.

Turn Current ERP Clients Into Cloud Computing Leads (But Only If They’re Ready!)

Software Sales LeadsAs you may have heard, many big-names in the tech world are slowly making their way into the cloud and foreshadowing heavy competition. Like some of them however, you may have already felt the change in the winds and have started to lift up a version of your previous, on-premise system into the cloud. Now all you need is to start generating cloud computing leads.

 

But wait, since this is a new market and the competition is just starting to come in, new challenges are bound to surface. Finding new leads might be hard because companies are still trying to familiarize with not only the benefits but also the risks that come with using cloud-based software for their business processes. As a new cloud-based provider yourself, you need to be careful about approaching those who are still using on-premise systems. While it does sound like the cloud can give you an edge over competitors who still market those systems, they might be hesitant if you just appear out of the blue.

 

On the other hand, you might just have a better chance if you start turning your own clients first into cloud computing leads. You’ve already developed a cloud-based version of your software. Now it’s time you took your current client’s software into the cloud too.

 

Make no mistake, this doesn’t mean they’re not ready either. You still have to be careful. Still, the advantage is they’re already clients. They won’t be as surprised when you approach them. All you need to do is to ask yourself the following questions before approaching them.

 

  • How satisfied are they with your software?– Obviously, if even your traditional, on-premise system isn’t serving them as well as both of you had hoped, then how will the cloud be any better? Careful now, that question can become a double-edged sword. Maybe your cloud is better or maybe they’d first have their on-premise system improved in the same way you improved things in the cloud before considering it. Either way, you need to make sure your enterprise software solution is at least satisfactory.
  • How have you handled complaints and inquiries so far? – In other words, how good is your customer service? This is an age-old question but so is the relationship between marketing and customer relations. If you’re not there to help your customers during times of need, then how will shifting to the cloud give you more reason to do better?
  • Do they like your software but also wish it cost less? – A popular selling point among cloud-computing marketers is low costs. It may not always be the main concern but in this case, this would be a good time to say that your cloud-based software has the cost advantage over your previous products.
  • Are they looking to shift more responsibility to the cloud? – Another advantage of the cloud is having to devote fewer resources to technical maintenance. That responsibility will be shifted to you, the provider. However, not all businesses are willing to turn over that responsibility (even your current clients). Major (and tricky) issues like compliance are just some of the reasons. Properly using ERP software can be a hassle for both the vendor and the client but there are times when the latter likes to learn instead of giving up responsibility.

 

All these questions can be answered if you know how to gather information that indicates that your clients are ready. For a start, you can outsource telemarketing to do a quick survey or improve your customer service to acquire more information.

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