原文來自：http://synergyresources.net/how-to-select-erp-salesperson/
在我花了些時間翻譯完第一章後，這些其實都是我會告訴客戶的
1.業務員不會告訴你的，我都會告訴你
2.ERP不會簡單，他就是實現商業轉型，我們可以讓他簡單點，但還是要帶著不簡單的心態比較容易完成
3.確認一下有沒有同規模同產業的朋友們，有導入ERP的經驗，業務員會騙你，使用者會告訴你他們的問題
4.DEMO看不到什麼缺點，看到的優點也不重要
5.很多人使用不代表什麼，重點是幫你導入的人的經驗在哪？萬一超出預期如何處理？
6.要在短時間內導入ERP，只有在雙方配合都超順的情況下，這狀況真的很少
7.ERP不是看功能，是看多符合企業流程，你可以為ERP改變公司流程，但你也要冒著最後發現這不適合「你的公司」的風險，如同你要改變自己的特質，還是要為了你的特質而發展。
8.無論你是否使用偉盟系統，都可以找我們去聊聊，或是協助評估適合什麼樣的ERP
在我花了些時間翻譯完第一章後，這些其實都是我會告訴客戶的
1.業務員不會告訴你的，我都會告訴你
2.ERP不會簡單，他就是實現商業轉型，我們可以讓他簡單點，但還是要帶著不簡單的心態比較容易完成
3.確認一下有沒有同規模同產業的朋友們，有導入ERP的經驗，業務員會騙你，使用者會告訴你他們的問題
4.DEMO看不到什麼缺點，看到的優點也不重要
5.很多人使用不代表什麼，重點是幫你導入的人的經驗在哪？萬一超出預期如何處理？
6.要在短時間內導入ERP，只有在雙方配合都超順的情況下，這狀況真的很少
7.ERP不是看功能，是看多符合企業流程，你可以為ERP改變公司流程，但你也要冒著最後發現這不適合「你的公司」的風險，如同你要改變自己的特質，還是要為了你的特質而發展。
8.無論你是否使用偉盟系統，都可以找我們去聊聊，或是協助評估適合什麼樣的ERP
Reviewing ERP systems is not an everyday task. So it is no wonder you don’t know the right questions to ask. This chapter will provide food for thought regarding not only what to ask, but how to interpret their answers.
What the ERP Salesperson isn’t telling you (and various claims they might)
檢視ERP並不是你每天的任務，所以你不了解問『對的問題』一點也不奇怪，這個章節將提供你思考有關『不只是「要問什麼」，還有「怎麼翻譯他們的回答」』的食材。
“The most important goal should be to ensure your company is successful.”
確保你的公司成功是你最重要的目標
According to an article in The Wall Street Journal, 73.8% of ERP projects fail in one of three key dimensions: cost, duration, and/or realized business benefits. Much like the characters in Charles Dickens’ novel, those trying to select and implement ERP software are faced with high hopes and great expectations, only to face significant challenges and some bad decisions along the way.
根據華爾街日文的一篇文章，73.8%的ERP專案失敗在三個關鍵面向之一：成本、期間、瞭解商業利益。如同狄更斯的小說，那些嘗試選擇和導入ERP軟體的人們背負許多期待，卻要一路面對重大挑戰及和一些不好的決策。
The good news is that there are some lessons to keep expectations aligned with reality. It is important to watch for the pitfalls and land mines that often lead to unrealistic expectations. For example, how many of the following statements sound familiar?
好消息是，有一些教訓使得期望貼近現實。 重點在於注意陷阱和地雷，這常導致不切實際的期望。 例如，以下語句有多少聽起來很熟悉？
“Let me show you how easy our ERP software is”.
「讓我告訴你我們的ERP軟體有多簡易」
Salespeople or professional demonstrators are trained to present their software to appear as easy as possible. The truth is it is impossible to know how easy the software is until you have been using it for over 12 months.
銷售人員或專業示範者被訓練展示他們軟體有多麼簡易。 事實是，當你知道軟體有多簡易時已經使用了超過12個月。
Ask the Customer references you speak to if the system is as easy to use and implement as they originally anticipated.
如果系統使用與導入一如預期的簡單，請詢問參考客戶。(一般參考客戶是指有導入該系統的客戶，詢問他們的經驗)
A suggestion…
一個建議…
Ask for a list of customers in your area that have been using the ERP system for 12+ months, preferably in the same industry (similar requirements) and a similar size. Then from that list you can choose which to speak to, and visit at least one (you might even recognize one).
在你的區域詢問使用ERP系統超過12個月的客戶名單，最好是同產業(需求相近)、同規模。然後從名單中挑選對 象，並至少拜訪一個(你甚至可以認識一個)。
If they do not have customers in your area that meet all the criteria, ask to visit a local customer that is a similar size, and to speak over the phone to a customer in a similar industry (confirming the system has had success in your industry).
如果他們沒有在你區域滿足所有條件的客戶，請求拜訪一個當地的同規模客戶，透過電話與同產業的客戶溝通。(確認系統已在你的產業成功過)
“Let’s schedule a demo…”
「我們來安排一個demo」
All “sales demos” look great. If they didn’t, the ERP software company would go out of business.
所有的「業務員demo」都看起來很好，如果他們不好，那ERP軟體公司生意會做不下去。
The only way to truly evaluate a system’s suitability is to visit a company that has been using it for at least 12 months.
真實評估系統適合度的唯一方法就是去拜訪已使用至少12個月的公司。
Why do you think the salesperson is so anxious to provide a “sales demo”, but are not so quick to give you a list of local customers you can visit?
為何不思考業員這麼急著demo給你看，而不是給你一個你可以拜訪的當地客戶名單？
“Our ERP software is being used by 1000s of Companies…”
「我們的ERP軟體已有超過1000個公司使用…」
But which trainers will implement the system with you and how much experience do they have? The ERP software may be the rated best in the world, but how many companies similar to yours has the reseller worked with? Some resellers use new customers (you) to gain experience with the software. Or would you prefer to work with a re seller that has experience already?
但是那些將與你一起導入系統的培訓師有多少經驗？ ERP軟體可能被評為世界上最佳，但是與你的有經銷商合作的公司相似有多少？ 一些經銷商利用新客戶（你）取得軟體的經驗。 或者你更喜歡與經驗豐富的經銷商合作？
There may be thousands that use “a version” of the system, but how many are on the version you are being shown? Be careful with this especially if the ERP has had a complete re-write and not tested yet.
這也許會有上千個(客戶)使用「某版本」的系統，但多少(客戶)是使用你看到的版本？小心這點，特別是在如果ERP已完全重寫但還沒測試。
“We can implement the ERP system for you in three months or less…”
「我們可以為你在三個月或是更短的時間裡導入ERP…」
You can have a Cheap, Fast or Quality implementation, but you only get two. The software VAR may have one example of a fast implementation, but did they have previous experience with that ERP, how much did they pay for services, and how complex was that company’s requirements?
你可以有一個便宜或快速或優質的導入，但你只會得到兩種。軟體VAR(不懂)可能有一個快速導入的例子，但這是他們的經驗嗎？這樣的服務他們付出了多少？那間公司的需求有多復雜呢？
The ERP industry average time to implement is six to twelve months. Ask references how long it took them to implement versus what was promised. The longer it takes to implement, the more it will cost in lost staff productivity as well as additional training costs.
ERP產業的平均導入時間是6至12個月。詢問參考客戶他們花了多長時間去比對承諾的時間。導入時間越長，他們在員工產值損失越多，如同額外的培訓成本。
Software vendors are notorious for over-simplifying the implementation process during the sales demo. Most sales reps don’t know (and in some cases, don’t care) what it takes to do an ERP implementation correctly, but they do know they want to make the sale. So it is in their best interests to downplay the potential time, costs, and risks associated with implementing their software.
軟體廠商在demo中過度簡化導入過程是惡名昭彰的。大部分業務員代表不知道(有時候是不在乎)執行正確導入ERP的花費，但他們知道要成交。所以降低導入軟體的潛在時間、成本、風險，符合他們的最佳利益。
Most projects take longer than and/or cost more than expected, so make sure you’re not basing your time line and budget (and career) on overly optimistic and unrealistic estimates. Instead, use benchmarks of what other companies similar to you have actually achieved. A more realistic expectation: ERP implementations are difficult and complex business transformations, so budget time, money, and resources accordingly.
大部分的專案花費超乎預期的時間及成本，所以確保你不押上你的時間、預算(和職涯)在一個過度樂觀且不切實際的評估上。相反的，使用相似你的公司實際實現的為基準。一個更實際的預期：ERP導入是困難且複雜的商業轉型，從而去編時間、金錢及資源的預算
“The ERP industry average time to implement is six to twelve months. Ask references how long it took them to implement versus what was promised.”
「ERP產業ERP產業的平均導入時間是6至12個月。詢問參考客戶他們花了多長時間去比對承諾的時間。」
“Our next version has that…”
「我們下一個版本有這個(功能)…」
The next version does not exist today and may never. Software developers change their Product Road Maps weekly. What is promised this week can change next. And if the vendors’ next upgrade is a “new technology” complete re-write, the only guarantee you can bank on are that it will be completely different to what you are seeing today (and probably very buggy).
下一個版本今天不存在，以後也許也不存在。軟體研發們每週都在改變產品里程碑。這週承諾的可能變成下週。而且如果廠商的下一個升級是「新科技」完全重寫的，唯一可以跟你保證的是他會長得跟你今天看到的不一樣(而且可能會一堆bug)。
“Make sure you’re not basing your timeline and budget (and career) on overly optimistic and unrealistic estimates.”
VAR 是 value-added reseller，基本上就是業務，但有可能是代理商，而非原廠。 Thanks for your blog sharing, it's very helpful.
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