Marathon uses a method that has been proven in over fifty packaged software selections and achieved a 100% success record.
None of the packaged softare selection projects undertaken by Marathon consultants resulted in a failed implementation, the need to start
over, or budget performance that exceeded expectations. When one considers that an enterprise-wide implementation
of an integrated suite of applications is one of the riskiest undertakings in the IT world, this track record is
remarkable. These packaged software selection successes have not been achieved through luck. They are the direct results of a repeatable
process that is executed in a disciplined manner.
Marathon divides the process into two distinct phases, each having different goals and readily identifiable
deliverables.
The first phase of the Packaged Software Selection project concentrates on identifying the system requirements. Key in this phase is developing client
consensus on the requirements and the relative priority of each. Marathon assists the client in understanding the
requirements and setting the priorities based on business values. Marathon works closely with the client
stakeholders to make sure all system-related issues are identified, that requirements are synchronized with both
short and long term plans, and any hurdles or risks are accompanied by preliminary recommendations addressing
their remediation.
When the system requirements are fully identified, Marathon identifies, along with the client, the leading
contenders in the software market. These are considered in relationship to the system requirements, and the
client’s budget constraints, needs for additional services, and other issues can affect the solution
implementation.
Vendors are required to provide defined responses to the client’s requirement document. These are mathematically
scored and the weaker contenders are eliminated. The remaining contenders are required to provide extensive
demonstrations of their products so that their capabilities can be verified and a finalist selected.
The finalist is invited for another demonstration so that any functional gaps can be identified and solutions
defined. This event actually begins the negotiation phase, so great care is given to understanding the new system
and positioning the client to achieve the best deal.
The Packaged Software Selection project concludes with the development of a Purchase Recommendation Report in which the foregoing process is
documented and the rationale for the recommendation is stated.
Below are links to a series of Packaged Software Selection articles that provide guidance to those organizations attempting to replace a mission-critical, enterprise application software system.
These articles on Packaged Software Selection were published in Inside Business, appearing in the “Experts” columns.
Plan properly for the critical upgrade - Part I