Acquiring Enterprise Software: Beating the Vendors at Their Own Game (Prentice Hall PTR Enterprise Software Series)

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9780130857316: Acquiring Enterprise Software: Beating the Vendors at Their Own Game (Prentice Hall PTR Enterprise Software Series)

Very little is known, and even less has been written, about what companies need to do to successfully acquire enterprise software: despite the fact that enterprise software often costs tens of millions of dollars. This book is for the company that is in the market for ERP, CRM, financials, or other enterprise software. Based on leading-edge research on enterprise software acquisition, this book presents a start-to-finish methodology for defining the needs, writing the RFP, evaluating vendors and consultants, negotiating contracts -- and maximizing payback. Whether it is a large-scale enterprise deploying CRM for the first time, or a mid-sized company automating its supply chain, IT and business managers face a make-or-break business decision, a decision-if wrongly made-that can sink a company. Acquiring Enterprise Software provides the world-class experience and methodology needed to dramatically lower the risks associated with this decision. The authors begin with an overview of the enterprise software acquisition process. They identify the key influences on the acquisition process. Then, through detailed case studies, they present today's "best practices".

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From the Back Cover:

The first proven, start-to-finish methodology for purchasing enterprise software!

Foreword by Dr. David A. Spuler, Director, Advanced Research Group, BMC Software

  • For every enterprise software purchase: ERP, CRM, e-Business, KM, financials, supply chains, and more
  • Defining your needs and building a winning RFP
  • Choosing the right vendors and consultants
  • In-depth Fortune 500 case studies: successes, failures, and lessons learned

Enterprise software. It's a bet-your-company decision. Here's how to win!

Whether you're deploying CRM throughout a Fortune 500 company, or automating a smaller company's supply chain, your enterprise software purchasing decisions can make or break your company. Finally, there's a reliable source for objective advice, evaluation processes, and buying techniques that work: Acquiring Enterprise Software! Based on exclusive research at dozens of the world's leading companies, this book delivers the first start-to-finish methodology for achieving the greatest return on investment from your enterprise software purchase. Coverage includes:

  • Organizing your enterprise software project team
  • Defining your requirements and writing RFPs that permit effective comparisons
  • Evaluating enterprise software vendors and consultants: questions you simply must ask
  • Mapping product functionality against your technical infrastructure and corporate culture
  • Managing the internal politics of enterprise software decision making
  • Negotiating contracts that work for everyone
  • Fortune 500 case studies: successes, failures, and the reasons why

Acquiring Enterprise Software tears away the veil of confusion and confidentiality associated with enterprise software purchasing, identifying key success factors at every stage from planning through implementation. Don't bet your company on any enterprise software vendor until you've read this book(and followed its advice!

About the Author:

JACQUES VERVILLE is currently a Professor of MIS in the School of Business & Economics at Michigan Technological University. He has over 25 years of experience in both the IT industry and academia. His current research focuses on organizational enterprise software buying behavior, decision making, and implementation.

ALANNAH HALINGTEN is a Research Associate with more than 10 years of experience with information technology.

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