Many ERP buyers find selecting the right implementation partner a difficult task.

In my ERP Masterclass sessions, we talk a lot about the importance of achieving project success. And the need to select the right partner that fit this purpose.

 Oftentimes, attendees ask me how to distinguish between a product-oriented partner and a success-oriented partner. And what exactly they should pay attention to in their selection process.

This is what my answer looks like.

What you can see

• What are first visuals you see on their website: their product or their customer? 
• How often does the term "Project Success" appear on their website? 
• What's the focus of their proposal: the product or your project goals? 
• Do they publish the results of their customer satisfaction surveys on their website? 

What you can observe

• Do they start the conversations based on your objectives or their product?
• How strongly is their methodology focused on your success?
• Does that methodology include a thorough risk analysis before the GoLive?
• Are they preparing your organization for the upcoming project challenges? 

What you can ask

• Do they measure and pay their staff based on revenue or customer satisfaction?
• Do they have a single board member responsible for success and churn?
• Do they check the maturity of the client organization before accepting an order?
• How often do they train their own staff on Project Success skills and attitude? 

If you're a prospective ERP buyer, what do you pay attention to in your partner selection process?

Are you an implementation partner? Are you aiming for a future position as a product partner or a success partner?