It’s time to challenge your preconceived ideas of just what an ERP system is and is not.
First, it cannot be just a system for coordinating the internal processes in your company. Why? If you ignore the customer-facing processes like order capture, multi-channel management, and the entire area of channel-based pricing, the competitive dynamics of your industry will pass you buy – fast. Companies who see themselves competing effectively using manual processes often resort to pricing to compete, even with their products may have slipped in terms of being relevant to customers needs.
At Cincom we’re seeing companies send their pricing into freefall thinking that by pushing the ERP systems to generate greater levels of internally efficiencies they can put their slowest moving products on sale, and get a corresponding rise in sales. The only trouble is that many of their customers don’t find their products more useful just because of price.
Speed and Accuracy Matters Most
Instead of trying to play the pricing game, instead focus on how to add value – and speed – to get customers to their goals. All that matters in this recession is getting aligned with your customers’ goals, and often that means making speed a competitive advantage for them. Think about taking steps to re-define your ERP system to give your customers “jet-like” experiences instead of horse-drawn ones.
Bottom line: Quit thinking about and using metrics to play your ERP system into mediocre performance and focus instead on getting your customers quickly to their goals. Staying relevant in this recession is earned by getting your customers to their goals faster than ever before.