Atypical Blog
Engineering, product and ideas.
CRM adoption: why sales won't use it and how to fix it
More training does not fix a CRM sales won't use, because training was never the actual gap.
Subscription and renewal revenue in a product-company ERP
An ERP designed for selling things once will not naturally understand a business that sells the same thing every month.
CRM forecast vs ERP revenue: closing the pipeline gap
Sales forecasts what it hopes. Finance reports what happened. The gap between them is not a rounding error.
Quote-to-order handoff: CRM to ERP without retyping
The moment a quote becomes an order, someone in most companies opens a second system and types it all in again.
ERP support after go-live: a model beyond one key person
The implementation partner leaves. What replaces them is usually one overloaded employee, by accident.
ERP data migration: what to clean, archive and leave behind
Migration is scheduled as one line on the plan. It behaves like the plan.
Multi-subsidiary ERP: one chart of accounts, many currencies
The chart of accounts is the one design decision every other decision has to live with.
Standard vs customised ERP: when to configure or script
Every customisation is a promise to maintain something forever. Most requests are not worth the promise.
From reporting to forecasting: what finance needs first
A forecast built on an unreliable close is a confident guess, not a forecast.