Don’t bring a knife to a gun fight!
When we speak with owners and senior managers of SME’s about their business, the conversation is about their specific plans and goals with a focus on the challenges and pains they are experiencing due to their existing business processes.
We actually start the discussion by identifying where they are up to, not in the buying journey, but in their business lifecycle.
In a broad sense, business software is broken down into two types:
Product Software: A Product software system is when you purchase an out of the box application that the end user can effectively ‘plug and play’ (MYOB, Xero, Waveapps etc). This “Product” is relatively simple to use, has limited configuration capabilities beyond the standard On/Off or Yes/No options, and can be set up via a wizard, during sign up or with some rudimentary online training.
Solution Software: Solution software addresses a business’s pain points and requirements in a dedicated, structured discovery environment. It is not plug and play, not wizard driven, and the configuration of the system actively demands input form the purchaser about what they need/require. The scope, build and implementation of the “Solution” specifically meets those needs.
Because needs and requirements are different for every business, this research phase is challenging for many business because they are unable to determine if they simply require a product that will be an adequate fix for their immediate frustrations or if they need a Solution that can be crafted to encompass the best practices for their business based on the identified needs.
Another challenge is the pace at which change within the business software market is evolving. Many SME’s that previously thought they were outside the framework of a “Solution” would be surprised to know there are affordable, flexible and powerful options now available that leverage Cloud technology to compress timeframes, reduce costs and manage risk of implementing a new business platform.
If your business is reviewing business systems and processes then it’s worth taking 10 minutes to really ask yourself what is it you require?
As I said, it’s a waste of time and money to settle for a Product when a Solution is required and even worse, get a Solution when a Product (or group of products) just may suffice.
* In the interest of transparency we are in the business of providing “Solutions” using the Netsuite platform. We encourage all businesses to identify early where your review/investigation/education path is headed. We know from experience that it helps to align expectations within your organisation. If you require help to identify a solution that could be the right fit for your organisation then please feel free to get in contact.
Traditionally all NetSuite partner are in this space. They then provide and implementation service. DWR is a solution shop.
Thanks for the catch up yesterday and I appreciate the options we have.
We are definitely interested in what DWR can do and how we might be able to work with Jcurve in a solid partnership model.
One are I would like to get clarified is how Jcurve is setting itself in terms of its actual goals.
In my simple experience i see there are 2 types of software houses. A Product shop or a solution shop.
A product shop whereby you sell out of the box applications that people can effectively plug and play. Eg MYOB, Xero, Waveapps etc. This shop provides product simple to use and can be run effectively out of the box wizard sign up etc
The second is the solution shop. The solution shop traditionally markets to the top of the small and low mid market up. It addresses individual pain points and needs in the sales cycle. It is not plug and play, not wizard drive etc. Traditionally all NetSuite partner are in this space. They then provide and implementation service. DWR is a solution shop.
One of the challenges seems to be for Jcurve, from the outside, looks like it is trying to be both. Yes Jcurve has a wizard that is effectively a product sell, out of the box but then a sales team trying to solution sell via scoping pain points, demonstrations etc.
The challenge with the solution sell the team implementing has to sign off on it and if is a 3k license and a 30k services quote the services department are going to do a lot of scoping before they land one where the customer signs up for this based on the nature of clients who spending 2k on software license. No partner, or very few are going to “implement” based on another resource or companies scope, as it just leaves open the agree to anything and pass it over.
So as my feedback I see one option for how it can work is if Jcurve was for example to focus exclusively on product with an engagement process whereby:
- The wizard gets basic functionally done and usable as simple as possible.
- Jcurve only sell a structured training/assistance package for a fixed (or x options) number of hours, delivered, not implemented, exclusively through the partners. These should e bought online without any changes to scope etc. As a note my personnel feeling is that the word implementation should not be used at Jcurve. these then are assigned to the default partner and is delivered in a standard way etc
I am sure there is a challenge from within Jcurve that the partner then get $XXX, and what do you do with your services team etc but i am struggling to see how Jcurve can run a low cost (to the client) solution shop solution to the product market customer, as it takes time and expertise to identify, design and implement solutions which is what a solution shop does and why it traditionally has targeted the mid market.
I could definitely see DWR as an exclusive partner and then rebate Jcurve on every dollar charged out to that client moving forward or some other commercial arrangement but the challenge for Jcurve. for DWR as a partner is are you a Solution Shop or Product shop as this really dictates what you are selling and delivering and how a we can work with Jcurve .
I’d be more than happy to chat about this and table any option with you or anyone on your team and help us all find a way to say yes to making this work.
Have a good weekend if we don’t speak earlier.