Who gets involved in the hardware decision-making process?
MP: Increasingly our customers work in a cross functional approval and selection process. This requires input from those that use, support, program and pay for the kit. This type of broad buy-in to selection at an early stage increases the probability of smooth implementation. PW: Decision makers are usually buried deeper in a customer’s organisation. We try and work alongside the beneficiaries, finance, technical and senior management collectively as they underwrite the decision. Mobile computing and wireless data capture technology is an important investment – how can customers be assured that they are getting the right solution? MP: It is unusual for our customers to win a significant order without going through a rigorous selection and test process. End users that set clear selection criteria and agree project goals for their suppliers that can be proven during a pilot, usually end up making the right choice. PW: We do find ourselves guiding some customers through our experience. I
