trueproducer
EIM Solutions Resist Commoditization with Supplementary Features
Friday, June 5th, 2009 | EIM, SPM | No Comments
What are the standard features of an enterprise incentive management (EIM) software package? David Kelly discusses this difficult question in an insightful recent post on his blog. Kelly points out the ambiguity of the EIM solution relative to the standardized feature set present in general ledger solutions. This is certainly true but is it necessarily a negative? I’m not sure. Of course it is definitely a bad situation if the customer is expecting one thing and does not get it or gets something undesired. Additionally, difficult system delivery issues can arise if functionality confusion causes implementation project scope growth. However, these things can and should be managed by proper pre-sale vendor product evaluation and post-sale system integration. That we don’t have 15 EIM vendor software solutions with the exact same feature set is a good thing. Sure, certain features (plan calculations, audit support, reporting) should be addressed by all packages, but supplementary features are allowing vendors to differentiate themselves and resist the move towards commoditization that has occurred with, for example, G/L packages.
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