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15 steps to purchase an IT system - ebook
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15 steps to purchase an IT system - ebook
The sales process should actually be adequate to the purchasing process, which depends entirely on the ordering party. Each company has slightly different standards and procedures (both on the sales and purchasing side). I have noticed that while there is a lot of talk about how to sell effectively (you can find many experts in this field and training courses dedicated to this issue), there is rarely any mention of how to buy.
| Kategoria: | Branża IT |
| Język: | Angielski |
| Zabezpieczenie: |
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| Rozmiar pliku: | 920 KB |
FRAGMENT KSIĄŻKI
ABOUT THE AUTHOR
I am a practitioner with a commitment to changing production to be safer, more flexible and allowing us, consumers, to be provided with better and better quality products. However, it is impossible to optimize production processes without transparency and access to reliable data, and consequently... without IT systems allowing product traceability.
As CEO of _explitia_, I design and implement advanced IT solutions for the industry. I cooperate with people managing production plants, supporting them in the field of technology consulting, digital transformation and change management. All of this is meant to increase the operational efficiency of machinery, reduce production costs and better use human resources. In my opinion, there is no greater waste than a wasted potential. Digitization, however, is an excellent tool that allows you to redirect human work to effective activities and to automate work that is important but does not provide real value to the company.
This is my mission. This is the knowledge and experience I want to share with you.
My experience has gradually been developing, from a passion for technology, through studies at the Faculty of Automation, Electronics and Computer Science of the Silesian University of Technology, to work as an industrial systems programmer, IT department manager, and now as the president of a rapidly growing tech company.
Professional work at many levels and areas has allowed me to understand the key challenges of various production sectors. As a mentor, I try to support young entrepreneurs and give lectures during industry events. I talk about the challenges of manufacturing plants, digitalization and business management and scaling in many ways my blog _AdrianStelmach.com_, YouTube channel: _Digitalizuj.pl_, and also on my _LinkedIn_ profile.
If you have questions or just want to talk, write to me: [email protected]. I will be happy to contact you.PREFACE
WHY I WROTE THIS BOOK?
Working in the sale of dedicated IT solutions allowed me to notice that buyers often make the same mistakes. I have seen identical patterns many times, which often ended in a disaster that I only learned about after some time. I have lost purchasing processes many times. I made offers many times, and in the end someone turned out to be cheaper or won in a different way. My mission is to educate and demystify the issues related to the digital transformation of Polish companies. I decided that my first book publication should be devoted to purchasing, because at some point, in one form or another, it has to happen.
B2B purchasing is very complicated. The larger the company, the more inertia the process moves. It is less controllable and subject to an increasing number of parameters assessed by decision makers. I don't envy buyers because I know that the seller always has some substantive advantages over them. After all, it is easier to specialize in one product, know it inside out, and realize what levels of discounts you can afford. It is extremely difficult to conduct the process of purchasing an IT system, despite the fact that until now it was mainly physical parts or elements of machine equipment that were purchased. At some point, the purchasing procedure should come down to comparing items based on the same criteria. For example, if we buy a TV, we have parameters that we can compare - size, resolution, number of media slots, appearance. In the case of dedicated and organization-specific software that is to be integrated with the entire factory environment, the process is particularly complicated. Honestly speaking, it seems to be the most difficult to sell, but also much more difficult to buy.
How can you compare software that is created on the basis of a concept created within the organization by people who are creating it for the first time? A concept that has not passed any specialist filter, has not been scrupulously compared with available market solutions and is, in fact, a kind of "concert of one’s life". Every person and every company manages the best they can and uses the resources they have. There is nothing wrong with it. Quite contrarily, this is natural and advisable. Do you have to employ a full-time MES application architect to buy such a system? I do not think so. Just follow the pattern I present in this book and give a chance to the process that has been tested on hundreds of cases.
WHO IS THE BOOK FOR?
For anyone who wants to develop, who wants to look at the purchasing process from a different perspective, and finally for people who work in organizations that are about to start the digital transformation process and want to do it well.
WHAT MAKES THE WORTH READING?
To develop, satisfy curiosity and optimize current activities. You may already be doing many of the things I describe here. Many of them may not be new to you. But if you find a few tidbits and use them, believe me - you will save your company a lot of money.
I tried to be concise as I don't like long-winded books. I wanted it to be nitty-gritty and have a structure that clearly shows what to do step by step, according to a tried recipe.
If you disagree with something, think something is missing or just want to talk, write to me: [email protected]. I will be happy to contact you.
I am a practitioner with a commitment to changing production to be safer, more flexible and allowing us, consumers, to be provided with better and better quality products. However, it is impossible to optimize production processes without transparency and access to reliable data, and consequently... without IT systems allowing product traceability.
As CEO of _explitia_, I design and implement advanced IT solutions for the industry. I cooperate with people managing production plants, supporting them in the field of technology consulting, digital transformation and change management. All of this is meant to increase the operational efficiency of machinery, reduce production costs and better use human resources. In my opinion, there is no greater waste than a wasted potential. Digitization, however, is an excellent tool that allows you to redirect human work to effective activities and to automate work that is important but does not provide real value to the company.
This is my mission. This is the knowledge and experience I want to share with you.
My experience has gradually been developing, from a passion for technology, through studies at the Faculty of Automation, Electronics and Computer Science of the Silesian University of Technology, to work as an industrial systems programmer, IT department manager, and now as the president of a rapidly growing tech company.
Professional work at many levels and areas has allowed me to understand the key challenges of various production sectors. As a mentor, I try to support young entrepreneurs and give lectures during industry events. I talk about the challenges of manufacturing plants, digitalization and business management and scaling in many ways my blog _AdrianStelmach.com_, YouTube channel: _Digitalizuj.pl_, and also on my _LinkedIn_ profile.
If you have questions or just want to talk, write to me: [email protected]. I will be happy to contact you.PREFACE
WHY I WROTE THIS BOOK?
Working in the sale of dedicated IT solutions allowed me to notice that buyers often make the same mistakes. I have seen identical patterns many times, which often ended in a disaster that I only learned about after some time. I have lost purchasing processes many times. I made offers many times, and in the end someone turned out to be cheaper or won in a different way. My mission is to educate and demystify the issues related to the digital transformation of Polish companies. I decided that my first book publication should be devoted to purchasing, because at some point, in one form or another, it has to happen.
B2B purchasing is very complicated. The larger the company, the more inertia the process moves. It is less controllable and subject to an increasing number of parameters assessed by decision makers. I don't envy buyers because I know that the seller always has some substantive advantages over them. After all, it is easier to specialize in one product, know it inside out, and realize what levels of discounts you can afford. It is extremely difficult to conduct the process of purchasing an IT system, despite the fact that until now it was mainly physical parts or elements of machine equipment that were purchased. At some point, the purchasing procedure should come down to comparing items based on the same criteria. For example, if we buy a TV, we have parameters that we can compare - size, resolution, number of media slots, appearance. In the case of dedicated and organization-specific software that is to be integrated with the entire factory environment, the process is particularly complicated. Honestly speaking, it seems to be the most difficult to sell, but also much more difficult to buy.
How can you compare software that is created on the basis of a concept created within the organization by people who are creating it for the first time? A concept that has not passed any specialist filter, has not been scrupulously compared with available market solutions and is, in fact, a kind of "concert of one’s life". Every person and every company manages the best they can and uses the resources they have. There is nothing wrong with it. Quite contrarily, this is natural and advisable. Do you have to employ a full-time MES application architect to buy such a system? I do not think so. Just follow the pattern I present in this book and give a chance to the process that has been tested on hundreds of cases.
WHO IS THE BOOK FOR?
For anyone who wants to develop, who wants to look at the purchasing process from a different perspective, and finally for people who work in organizations that are about to start the digital transformation process and want to do it well.
WHAT MAKES THE WORTH READING?
To develop, satisfy curiosity and optimize current activities. You may already be doing many of the things I describe here. Many of them may not be new to you. But if you find a few tidbits and use them, believe me - you will save your company a lot of money.
I tried to be concise as I don't like long-winded books. I wanted it to be nitty-gritty and have a structure that clearly shows what to do step by step, according to a tried recipe.
If you disagree with something, think something is missing or just want to talk, write to me: [email protected]. I will be happy to contact you.
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