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Your cloud proposition 4: Select the right software

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17th Jan 2017
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The fourth instalment of Richard Sergeant’s practical guide to online accounting explores how to get the right software for your clients.

It’s obvious that the software you choose is going to be a core component of your cloud service, however, choosing the right suppliers is more than just about functionality.

“You’ve got to make sure it’s the right product to meet the challenges you have identified, and this definitely is about ‘what it does’,” said Alex Falcon- Huerta, director of Soaring Falcon Accountancy.

“I’ll also look to see what outcomes it can deliver, and importantly to see how it fits in with the other technology we use.”

Research amongst firms shows that at the heart is finding partners that are going to be able to achieve what you have set out in your proposition, and that means opening up to multiple vendors and providing yourself with choice. A view that is often echoes from the vendors themselves:

“Review the range of solutions offered by a supplier in order to identify the best fit for your clients today and in the future. Look for flexible and scalable solutions that can evolve with your clients’ businesses. Also consider the level of support that a supplier will provide to both you and your clients,” said Fabiola Stein, the global director product management at Sage.

Although it may seem that technology companies will do anything to secure your business, the reality is that you need to be as good a fit for them as they are to you. This will largely be down to if they can secure a strong relationship, and to what extent they can see good long-term economic benefit.

Using a single template that clearly articulates your goals and aims in a consistent way allows vendors to quickly establish how they can best respond. It also provides you with a platform to compare one solution with another, and check to see who has met the brief.

Then exploring more practically, it’s important to go back to the best fit for clients:

“It’s about making sure it’s not too complicated,” advised Falcon-Huerta. “It’s got to look right and provide a good user experience, and you have to enjoy using it. So we’ll take into account what it’s like to set up, and how easy it will be for clients to get the hang of quickly.”

Following this process can often yield some interesting results. You may find that you end up choosing a number of providers to ensure the best possible fit for your range of clients. It will also highlight differences in support services, long-term roadmap, terms and conditions, pricing, and how they work with your other systems.

Having an approach that creates consistent and quality responses allows you to get the best out of your supplier selection process and make informed decisions. A template you can follow can be found within the guide linked to below.

The next installment explores the importance of making sure you review how the service will operate effectively, and mapping out workflows.

Cloud proposition action points: Selecting software

  1. Be clear about who you are targeting and the service you want to offer
  2. Use a template to send consistent information to vendors
  3. Do your research and send to a broad cross section of suppliers
  4. Compare responses and how they best respond to your brief
  5. Get practical - try some, and think which are the best for clients.

For more details about how to clarify your firm’s cloud strategy, download Richard Sergeant’s free guide ‘How to create your firm’s cloud proposition’ at www.cloudproposition.co.uk. The 52-page guide presents a practical framework to guide accounting firms through their cloud journey. This vendor-neutral initiative was produced in association with ICAS, and supported by FreeAgent.

 

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