Discussing Integration Objections

The Vision of Oracle is to provide a full Software and Hardware stack, which is Integrated from Disk to Business Application. Just like the following Marketing Illustration:

However, during a customer discussion a SMB (Small-Medium Business) Customer objected to the whole suggested Solution, because of the lack of Integration of the Components. The Problem was with the Product Recommendation Engine (RTD) that didn’t use the CRM Product Eligibility & Compatibility Matrix from Siebel, thus (without any customization ) the System would recommend Product’s which would Technically fit with the existing Customer Assets.

Due to this Integration gap, the complete proposed Solution was rejected. Even after many discussions and suggested Solutions to this particular Integration Problem, the complete Software System was declined, because the Customer simply wasn’t willing to Invest into an Integration effort and was expecting this to be delivered from the Software Supplier. The Customer wasn’t even doubting the Business Benefit or the Business Case, but simply wasn’t willing to Invest into Integration work.

Even though the expectation is Understandable, but from a Software supplier perspective (especially as big as Oracle with more than 1000 Products) one would hope for a more rational evaluation of the Software System.

Afterall: in the end with doesn’t matter if the effort is with Integration work or by extending the Functionality. With most of the Standard Software available a certain gap will always exist and the real Question Business is if a Business Problem (Use Case) can be solved by the Software in the most economical way. That is the Business Goal can be reached by using the lowest possible investment.

Thus, the discussion should be about the existing gaps, but rather about the Impact/Benefit of the Business Case (Use Case) and an evaluation if the supplier actually offers to solve the Problem with the lowest possible Investment offering the highest yield/ROI of the Investment.

 

 

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