The document discusses negotiating an ERP implementation with a vendor. It recommends treating the vendor as a partner rather than just a vendor, focusing on total value rather than just cost, doing apples-to-apples comparisons of requirements and costs, involving a cross-functional team in negotiations, and considering key ERP dimensions when negotiating.

1. Negotiating ERP Implementation with the Vendor Sourov Roy

2. Sourov Roy Total Experience 16 Years Current Designation Asst. Vice President, EXL Applications/ERP Delivery Head & IT Strategy PMO Companies Employed with PwC, GE, Deloitte (US), Wipro (US), Oracle, EXL Service Recognitions Top100 Next CIOs of India, 2010 EXL, IT Leader of the Year, 2009 GE, Promising Leaders Award, 2001

3. #1. not a vendor , a partner

4. #2. not cost, total value

5. #3. apples to apples

6. #4. cross functional team Negotiation not only the Responsibility of the Commercial Team Critical Requirements Vs Nice to Have Techno-Functional Integration Possible Model Combinations TCO Comparison

7. #5. key erp dimensions

8. Concluding… #1. not a vendor , a partner #2. not cost, total value #3. apples to apples #4. cross functional team #5. key erp dimensions