No one wants surgery (or ERP/CRM) even for free if they don’t need it

Hat tip to John Shaver of Aries Technology for sending me this cartoon from this past Sunday’s Lio.

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I have used this analogy for years – implementing a new ERP, CRM or HR system at an organization is akin to a human being undergoing triple bypass surgery. No one is going to do it because it is on sale this month or even free. Price is not the issue.

Recently, this has become a much more personal example for me as my Dad has had this procedure (the bypass, not an ERP implementation). I can say with certainty, if his highly skilled surgeon had offered to operate on me in a father/son two-for-one monthly special, I would have vigorously declined his offer. Price was not the issue.

The next time you are working with a prospect who in interested in ERP/CRM/HR. Remember this. Price will not be the issue.