How to buy Acumatica? It’s a question we hear from many of our potential clients interested in using this popular cloud system to run their business. The simple answer is, like with most ERPs, buying Acumatica is a little bit different from buying most other products. You can’t just go down to your local store, take it off-the-shelf, bring it to the office and start using it right away. Instead, you usually need the help of an expert to install, fine-tune and configure it.
Because buying an ERP is a longer process that requires more personalized service, most vendors use either partner or direct sales, or a mix of both. Before we get into the details of how to buy Acumatica specifically, let’s look at each one of these sales approaches and how they work. That way, whatever vendor you choose, even if it’s not Acumatica, you’ll know what to expect when they tell you which sales approach they use.
Direct Sales: How It Works, Pros and Cons
As the name “direct” would suggest, the sales approach is one where the software vendor sells its products directly to the customer. So, they are your single point of contact for sales, implementation support and training. The advantage this sales structure offers is simple. Because the vendor created the software, they are the most knowledgeable on how it works, and what the system can and cannot do. But if the vendor’s team handles the entire customer lifecycle, they are likely to be very busy and not always able to provide the personalized level of service some customers seek. This is particularly true for those customers who have very complex needs. Also, a vendor may or may not have a great deal of experience working in your industry.
Partner Sales: How It Works, Pros and Cons
Software companies that don’t sell direct to their clients often use “partners” or ERP consulting firms whom they train to market, sell and support their software. The advantage of partner sales is partners often specialize in a specific geographic location or industries. That way, if it’s important for you to have local support, you can find someone nearby who will visit you in person when there’s an issue with your software. Or, if your industry has needs which are specific to it and you want someone who already understands these issues, you can look for that knowledge specifically. The only downside of working with a partner is, although it will be close, their knowledge of the software may not run as deep as the vendor’s. But should your partner run into a situation where they are unsure how to solve your issue, they will reach out to the vendor on your behalf to get it resolved.
Because each of these sales approaches have their own pros and cons, some vendors use both. In these cases, they will often match partners with smaller, local clients looking for a more hands on, personalized approach and reserve their direct sales force for larger clients who have many locations dispersed across a large geographic area.
Now that you have a handle on how vendors typically sell ERP systems, let’s look at how to buy Acumatica specifically.
Please note: the steps we discuss below assume you have already done your homework comparing various ERP systems and have decided to move forward with Acumatica.
How to Buy Acumatica Step One: Find a Partner
Acumatica is one of the ERP vendors which sells its product 100% through partners. They believe this sales method allows you to get the best service based on your location, company size and industry.
A quick Google search of the term “Acumatica partner” and your location will turn up the websites of several potential partners for you to choose from. Again, when selecting which partner will be a best fit for your needs, here are three things to ask yourself:
- How important is it for me to have local support from Acumatica experts?
- Does this partner understand my industry?
- Does this partner have experience working with companies that are the same size as mine?
While all these items are important, which one is the most crucial to you will depend on your unique situation. Once you decide that, interview each one and make sure they can deliver. Ask them specific questions about the level of local support they provide, their experience with your industry and organization size. Then, based on these interviews, choose one or two partners from whom you would like to get a proposal.
How to Buy Acumatica Step Two: Work with Your Partner to Define Your System Requirements
Before they can create your proposal, potential partners need to know exactly what you expect from your new ERP. Some questions they may ask:
- What specific goals are you hoping to achieve?
- Which features are a must have for you?
- What industry-specific regulations must your system comply with?
- What’s your budget and timeline?
- Do you need your ERP system to connect with any other existing software? If so, what software?
- How would you like to deploy your ERP software? In the cloud? On premise?
Once your potential partner(s) have that information, they will put together a list of system requirements which they will use in step three.
How to Buy Acumatica Step Three: Get Proposal(s)
Once you and your potential partner(s) discuss your system requirements, they will draft a proposal for implementing your software. It should outline your costs (software and implementation), timeline and project scope. Look the proposals over carefully. Make a note of your questions and get them answered. Then, once you’re comfortable, select a proposal and sign it. After that, your partner will be in touch regarding how and when your implementation will begin.
Looking for an Acumatica partner who has a solid track record working in a variety of industries? Consider Intelligent Technologies Incorporated. With over 28 years’ experience in the ERP space and in-depth knowledge of the manufacturing, hospitality, distribution, financial management and medical technology industries, we’d love the opportunity to help you make the most of the fastest growing cloud ERP on the market today. Contact us to get started!
Still wondering whether Acumatica cloud ERP is the right solution for your business? No problem. We know it’s a big decision. Let us help you decide with a one-on-one demo. Schedule yours today!
