Friday, February 02, 2007
SAP surveys customers - surprising results?!
It’s not a technique with which I am familiar though it sounds an aweful lot like the conversations I have with customers pretty much on a daily basis. I gather the exercise was conducted in the context of sales. I reproduce the entire list because each comment holds interest:
- Get to the point - give me the info I need right away and in a no-BS fashion
- Stay away from the SAPanese
- I want to make a decision on whether to explore further or to go away… and I want to make that decision quickly
- KEEP THE DESIGN SIMPLE
- They threw up all over the content
- Show me exactly what the components are and how much they cost
- Overall, give us a buyer’s view not a technologist views of the world
- As far as the products themselves, tell us what they do right away
- Communities.. get me right into the forums and I want to see references and case studies, events calendar, and they want to be tied geographically to other users and partner offerings
I don’t know why anyone should be surprised at the general tenor of the comments. And definitely not inside SAP. I am surprised that SAP found it necessary to conduct a specific study to elucidate this information.
http://www.accmanpro.com/2007/02/02/selling-the-truth-at-sap/
