Where can it be used?

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1. Computers and networking hardware and software that needs to be installed at customer's premises, where software installations are quite complex. Examples are:

   1. Installation of servers and operating systems​, 

      1. Configuration of the operation systems to enable remote login

      2. Configuration of the networking 

   2. Installation of routers and firewalls​

   3. Installation of VoIP PBXs and phones

   4. Installation of warehouse execution system

   5. Installation of CCTV system, a security system

2. Systems and applications software that needs to be installed. Examples are​:

   1. Installation of an accounting system​

   2. Installation of an ERP

   3. Installation of a warehouse management system, and integration with an ERP

3. Resale of hardware and software where installation, training and tech support are needed​.  Examples are:

   1. Installation of 3D printers with CAD/CAM software​

4. Development and maintenance of software applications​

   1. Management of software development projects​

 

Unique Characteristics of this market segment

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This  market segment has the following unique characteristics:

• An installation is a serious project with the following phases:

  • Prospect may send you a RFI and/or a RFQ.

  • A serious discovery (requirements/needs analysis) is required upfront to explore the right solution

  • Exploration of the best solution

  • Logical design of the best solution

  • Physical design of the best solution: selecting the right hardware model, building the right software database and program structure

  • Implementation: installation of hardware and software, development of new software

  • Testing

  • Production deployment 

• Maintenance of the hardware and software

• Technical support

• Training

 

ERP Needs for this market segment

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The ERP Needs for this market segment are as follows:

• Finance

  • GL, Cash Management, AP, AR​

• Distribution​

  • Inventory management for managing some hardware. Normally not much hardware is stored in stock. 

  • Sales Order management

    • Sales Quoting is very very important​ since once a quote is submitted, it becomes a commitment. Not much change allowed. 

      • A general quote can be given as part of the opportunity record

      • After the general discovery, the general quote becomes a detailed quote with specific hardware and software items, and labor

      • The labor quoting is the hardest since unforeseen software requirements pop up, that need to be addressed to be successful. ​

    • Sales orders must have all the hardware parts and  the general labor items.

      • However a breakdown of the labor items into tasks and subtasks is needed

      • A sales order may have to resort into a project, or at least be related to it

      • A software license may have to be charged annually or monthly as part of a sales contract

  • Purchase orders management

    • Purchase requisition is quite often needed​ to get the best bids for a RFQ for the hardware items

    • Purchase orders for the hardware parts are needed

• CRM

  • Lead and Opportunity management​

    • Opportunity management  can have general sales quotes​

  • Marketing management​

  • Support management

    • Support case management​

      • Support cases may have to be charged against a maintenance contract​

• ​Project management

  • Project accounting ​

    • Tasks, people assignment to tasks, time line of planned tasks

    • Actual times for tasks 

    • Planned/budgeted costs versus actual costs

    • Planned/budgeted revenue versus actual revenue

• Contract management for labor contracts​​

  • Labor contracts with subcontractors ​are needed

• Contracts with customers are needed

  • For software subscriptions, regular billing has to be charged against the contracted amount​

  • For support cases, cases may be charged against an annual contract fee

• HR management​

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Components of the ERP Package

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The ERP package for the Hardware and Software Technology consists of the following components:

• Acumatica Distribution Edition

  • Advanced finance suite​

  • Advanced distribution suite

• Acumatica CRM suite​

• Acumatica Project Accounting where tasks,people, planned/budgeted times and costs, actual times and costs are managed. No Gantt charts

• SmartSheet does the following regarding project management:

  • Providing Gannt charts for the Acumatica Project Accounting​

  • Providing the management of RFIs and RFQs for purchasing

• Contract Management which handles:

  • Support and maintenance contracts where support or maintenance has to be done on regular basis eg. monthly. 

  • Sales contract for subscription services. For instance, a monthly software license fee has be paid as part of a sales contract.

  • This is not for managing labor or subcontractor contracts. The HR management application as seen below will take of this. 

• Optional Acumatica applications

  • Customer portal​

• Optional ISV applications

  • HR Management

    • PC ​Bennett payroll

    • Integrity