You may be looking into implementing sales performance software in your organization. When you first start to do your research, you may be surprised at some of the additional costs that accompany the actual software you choose.

On top of the additional cost, it can be difficult to find these resources without experience in software implementation.

Since 2008, Canidium has worked with clients from a wide range of industries and experience. We have managed countless implementation projects and know exactly what resources our clients need and how to find them.

By the end of this article you will understand:

• What additional resources are necessary for sales performance management software implementation
• The roles those consultants fill
• The ideal attributes of those consultants/resources and how to find them

Resources you will need for Sales Performance Management (SPM) platform implementation

Implementing an SPM platform requires a combination of technical resources, functional expertise, and project management capabilities. Here are some key resources your organization may need to successfully implement:

Project Manager

At least one dedicated project manager is crucial to oversee the implementation process, manage timelines, allocate resources, and ensure successful project delivery.

Finding an ideal project manager for software implementation requires considering several factors, such as their experience, skills, and project management capabilities. Here are the components of an ideal project manager:

Experience

The ideal project manager should have a proven track record of successfully managing software implementation projects. Look for candidates who have led similar projects in the past, preferably within your industry or a related domain. They should have experience in managing the full project lifecycle, from initiation to closure.

Technical Knowledge

While the project manager doesn't need to be a technical expert, they should possess a good understanding of software development and implementation processes. Familiarity with relevant technologies, methodologies, and project management tools can help them effectively communicate with technical teams and address any challenges that arise.

Project Management Skills

Strong project management skills are essential for a successful implementation. The project manager should have expertise in defining project scope, creating realistic schedules, managing budgets, mitigating risks, and ensuring effective communication and collaboration among stakeholders. Look for candidates who have relevant certifications such as PMP (Project Management Professional).

Leadership and Communication

The project manager should be a strong leader who can inspire and motivate the project team. They should have excellent communication and interpersonal skills to engage with stakeholders, manage expectations, and resolve conflicts. Effective communication and the ability to clearly convey project updates and progress are vital for keeping all parties informed and engaged.

Stakeholder Management

An ideal project manager should be adept at stakeholder management. They should be able to identify and engage key stakeholders, understand their requirements and concerns, and manage their expectations throughout the implementation process. Building strong relationships and ensuring alignment with stakeholders will contribute to project success.

Problem-Solving and Decision-Making

Challenges and obstacles are common in software implementation projects. The ideal project manager should possess strong problem-solving and decision-making skills to identify issues, analyze options, and make informed decisions promptly. They should be proactive in addressing risks and finding solutions to keep the project on track.

Change Management

Software implementation often involves changes in processes and workflows. The project manager should have a solid understanding of change management principles and be able to guide the organization through the transition. They should be skilled in facilitating change, managing resistance, and ensuring user adoption and acceptance of the new software.

Collaboration and Team Management

Successful software implementation relies on effective collaboration among cross-functional teams. The project manager should excel in team management, fostering collaboration, and creating a positive work environment. They should be skilled at organizing and motivating the project team, delegating tasks, and facilitating productive teamwork.

Software Implementation (SI) Partner

SI Partners are required to handle the technical aspects of the SPM platform implementation. They should possess knowledge of SPM technologies, integration methodologies, and customization options. They will be responsible for system configuration, data migration, and integration with other modules or external systems.

Finding the ideal software implementation partner involves a thorough evaluation process to ensure they have the necessary expertise, experience, and capabilities to meet your organization's needs. Here are some steps to help you find the ideal software implementation partner:

Define Your Requirements

Clearly define your software implementation requirements, including project scope, timeline, budget, and desired outcomes. Identify specific goals and challenges you expect the implementation partner to address. This will serve as a guide throughout the selection process.

Research and Shortlist Potential Partners

Conduct comprehensive research to identify potential software implementation partners. Look for partners that specialize in your industry or have experience with similar projects. Seek recommendations from colleagues, industry forums, or online resources. Create a shortlist of partners that align with your requirements.

Evaluate Experience and Expertise

Assess the experience and expertise of the shortlisted partners. Review their track record by examining case studies, client testimonials, and success stories. Consider factors such as the number of years they have been in business, the size and complexity of projects they have handled, and their domain knowledge.

Assess Technical Competence

Evaluate the technical competence of the implementation partners. Consider the software platforms and technologies they specialize in and their proficiency in implementing and integrating similar software systems. Ensure that they have a strong understanding of your chosen software solution.

Evaluate Resources and Team Composition

Assess the resources and team composition of potential partners. Consider the expertise, qualifications, and certifications of their project managers, consultants, and technical staff. Ensure they have sufficient resources to allocate to your project and that their team members have the necessary skills and experience.

Consider Cultural Fit

Cultural fit is essential for a successful partnership. Evaluate the partner's values, communication style, and work culture to ensure compatibility with your organization's values and work environment. A good cultural fit will facilitate effective collaboration and communication throughout the implementation process.

Check References

Request references from the shortlisted partners and contact their previous clients. Inquire about their experience working with the partner, the quality of their work, adherence to timelines and budgets, and their level of customer support. This feedback will provide valuable insights into the partner's reliability and customer satisfaction.

Evaluate Project Methodology and Approach

Understand the partner's project management methodology and implementation approach. Assess how they handle project planning, risk management, change management, and quality assurance. A well-defined and structured approach increases the likelihood of a successful implementation.

Consider Support and Maintenance

Consider the post-implementation support and maintenance services offered by the partner. Evaluate their support processes, response times, and service level agreements (SLAs). A partner that provides ongoing support can ensure the long-term success and smooth operation of the software solution.

Request Proposals and Conduct Interviews

Request detailed proposals from the shortlisted partners, outlining their understanding of your requirements, proposed approach, project timeline, and pricing. Conduct interviews or meetings with the potential partners to ask clarifying questions, discuss their proposal, and assess their communication and collaboration skills.

Make this task easier by downloading our SI Partner Interview Guide

Make a Decision

Evaluate all the information gathered during the selection process and compare the shortlisted partners. Consider factors such as their expertise, experience, cultural fit, references, and proposed approach. Select the implementation partner that best meets your requirements and aligns with your organization's goals.

Bonus: Your organization needs appropriate infrastructure and technical support to host and maintain your SPM platform. This may include hardware, software, network, and database resources. Through a managed services agreement, your SI partner can fill this need for you. 

Business Analysts

Business analysts play a vital role in gathering and documenting your organization's commission requirements. They will work closely with stakeholders to understand existing commission structures, define business rules, and ensure alignment between business processes and system capabilities.

When looking for a business analyst for software implementation, it's important to consider several key qualities and skills that are crucial for their success in the role. Here are some factors to look for:

Domain Knowledge

The business analyst should possess a solid understanding of the domain or industry in which the software implementation will take place. They should be familiar with the relevant business processes, terminology, regulations, and best practices. This domain knowledge will enable them to effectively translate business requirements into software functionalities.

Requirements Gathering and Analysis

The business analyst should excel in gathering and analyzing requirements from stakeholders. They should be skilled in conducting interviews, workshops, and surveys to elicit requirements, identify pain points, and define user stories or use cases. The ability to prioritize and validate requirements is essential for delivering a successful software implementation.

Communication and Documentation

Strong communication skills are crucial for a business analyst to effectively interact with stakeholders, technical teams, and project managers. They should be able to communicate complex concepts in a clear and concise manner. Additionally, they should have excellent documentation skills to capture requirements, create functional specifications, and maintain thorough documentation throughout the implementation process.

Business Process Analysis and Improvement

The business analyst should possess expertise in analyzing existing business processes and identifying areas for improvement. They should be able to identify process inefficiencies, recommend process redesigns, and align software functionalities with optimized processes. Skills in process modeling techniques such as BPMN (Business Process Model and Notation) can be valuable.

Problem-Solving and Critical Thinking

Software implementation projects often involve complex challenges and issues that require problem-solving and critical thinking skills. The business analyst should be able to identify root causes of problems, analyze potential solutions, and make informed recommendations. They should be proactive in addressing risks and finding creative solutions to meet business objectives.

Collaboration and Facilitation

The business analyst should excel in collaboration and be skilled at facilitating workshops, meetings, and discussions with stakeholders. They should foster effective communication and collaboration among cross-functional teams, ensuring that everyone is aligned with project objectives and requirements. The ability to build relationships and navigate organizational dynamics is crucial.

Technical Understanding

While the business analyst doesn't need to be a technical expert, they should have a solid understanding of software development processes and technical concepts. This understanding helps them effectively communicate with technical teams, translate business requirements into technical specifications, and ensure that the software implementation aligns with technical capabilities.

Change Management

Software implementation often involves changes in processes, workflows, and organizational culture. The business analyst should be knowledgeable in change management principles and practices. They should be able to identify change impacts, develop change management strategies, and support stakeholders in adopting and adapting to the new software.

Adaptability and Learning Agility

The business analyst should be adaptable and able to quickly learn and understand new technologies, software solutions, and industry trends. The ability to stay updated on emerging technologies and industry best practices is crucial for delivering a successful software implementation.

What is the next step for your organization?

It's worth noting that the specific resource requirements may vary depending on the size and complexity of your organization, as well as the scope of the implementation project. It's recommended to conduct a thorough assessment and engage with experts or implementation partners to determine the precise resource needs for your organization.

Want to learn more about SI Partners? Check out this article Software Implementation Partners: 5 Trust-Building Clues and 5 Alarm Bells You Shouldn't Ignore

Ready to learn more about Canidium? We will give you an expert assessment of your company and what software would work best to meet your needs.