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Reprinted from Cost Control Software, a Dynamics NAV independent software vendor in Indiana.

If you are an end-user, you must quantify to your reseller. If you are a reseller, you must quantify to your end-user. A quantity is an amount or a dollar amount. If an issue is important, quantify it. Make it clear to the other party why it is important, and do it with a quantity.

"Are you missing shipment dates?" is not quantifying. Instead, ask,

• "What % of your orders miss the promised shipment date?"
• “What % of your orders ship with incorrect items?"
• "How much do you spend per month in expedite fees?"

Do more than just giving a general statement. Quantify the issue and drill down into the pain to get it fixed.

End-User and Resellers must build a close working business relationship. Include "Quantity" in your discussions. If you can't define a quantity, you can't calculate a Return on the Investment. This applies to the original purchase or even small development jobs after the sale. If you ask for quantity, the development or support will go much quicker and you will be able to look back and calculate success.

 

If you can't define a quantity, you can't calculate a Return on the Investment.