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Middle Market Misconception
I have noticed a disturbing trend over the past five years related to the implementation of enterprise-wide solutions in the middle market, most notably ERP and CRM systems. This trend is predicated on the belief that somehow the middle market organization does not have the business process complexity of a large organization and as such does not require as much dedication to the fundamentals of project management when considering and planning an implementation strategy.
I realize that my colleagues on the sales side of enterprise systems have already stopped reading this since it is in direct conflict with the proliferated concepts of “ease of implementation” or “lowered organizational investment,” but I assure you, this is the case.
Over the past 15 years, I have worked on selling, structuring and managing implementations at Fortune 100 companies down to glorified “mom and pop” companies, and a disservice is being done in the middle market. The reasons for this sham are many and have numerous players pulling the strings. No one is off the hook, but it is imperative that we understand these intricacies and be the voice of reason when it comes to this segment of the implementation marketplace.
Corporations such as Microsoft, Oracle and SAP are software companies. I’m not insinuating that they are …
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