As challenging as it may feel at the time, you and I both know, closing a new software implementation deal is only half the battle. Once that’s done, you have to actually deliver your project on schedule, within budget, and to a satisfied client… which in our industry can be easier said than done.
Failing to deliver the best outcomes for your client in the software implementation process, can often result in negative word-of-mouth, lack of referrals, and a loss of repeat business. Which is why it’s important to be aware of your biggest obstacles on your path to a successful implementation.
In this blog, I’ve compiled a list of the most painful software implementation process challenges I’ve observed in my time working with software implementers across Australia and New Zealand.
1. Scope creep is hijacking your revenue
Scope creep refers to uncontrolled changes or continuous growth in a project’s scope, and in the software implementation environment, this is extremely common. By failing to clearly define, document, or control the scope of a project you’ll be left to deal with unsatisfied clients and escalating costs eating into your revenue.
Another common reason for scope creep is a miscommunication between your sales and technical resources in the selling process. Your sales team is likely to get ahead of themselves, and make optimistic promises in order to close a sale. While this may get the job done in the short-term, it’s more than likely to significantly damage your chances of successful project delivery by setting your customer’s expectations too high, and dooming you to under deliver on your promises or cut into your margin to keep them.
2. Outdated software implementation processes are holding you back
Whether your software implementation processes are defined by the development organisation, or are those that you’ve developed yourself, it can be hard to compete with the best practice implementation practices of larger software alternatives.
Knowing just how many business are affected by such challenges, I’ll also be hosting a webinar specifically on how to overcome these software implementation challenges. Register for the webinar here.
3. Lack of support and training from your vendor prevent you from maximising your client’s ROI
Delivering a project without sufficient training from your software vendor can seriously impact the end result for your client and your team. Hearing some of our partners recount previous experiences has shown us that many software vendors fail to be a true partners in the implementation process. So, you’re helping them earn all this revenue, and in return, they leave you bearing all the risk!
Without comprehensive training in the products you’re implementing and the right level of technical support from your vendor, your staff will likely be ill-equipped to advise your client on how to get the most of their software. This will ultimately affect your clients’ ROI and impact their perception of your teams’ capabilities. In addition, this can be very demoralising for your staff, who no doubt pride themselves at being great at what they do, but held back from doing so due to limited training.
4. Your product offering does not meet client expectations
As your customers become savvier, the importance of an innovative software offering is essential to ensure a successful project delivery. If your clients are not excited by your software in the beginning, it’s not going to get any better the deeper you get into your implementation. Mostly likely, the software is too limiting, too outdated, or just not user-friendly enough to meet their actual requirements. And as a result, no matter how smoothly the implementation project goes, you’ll find yourself struggling to meet your client’s expectations.
If you’ve been affected by these challenges in 2015, and want equip yourself with the tools to overcome them in the new year, register for our free webinar, Growing your Software Implementation Services in 2016 on February 17th 2016 from 12PM to 1PM AEDT (11AM for Queensland, 11:30AM for South Australia, 9AM for Western Australia)
In this webinar, we’ll show you how to:
- Use the right mix of sales and technical resources to clearly define the scope of a project;
- Develop a fool-proof implementation roadmap;
- Get your software vendor involved in configuring and refining the product for your client; and
- Identify areas that will deliver maximum ROI for your clients.
Drew Arthur is the Managing Director of Micronet Systems, and is focused on working with accountants and professional services providers to help their clients tune their businesses by leveraging cutting-edge technology. If you want to help your clients gain further efficiencies within their business while boosting your own revenue, click here to register for our upcoming webinar to see just how HARMONiQ Business Tuning Software can make a difference to their business and your own.