Eliminating RFPs to make enterprise software sexy
Today I had a meeting that could be the beginning of the end of RFPs to buy software. RFPs are the tool established buyers and vendors use to keep new entrants at bay. However I haven’t met anybody that says they love writing or responding to them. The effect of RFPs on software is perverse. The main problem is that you can’t ask if your software is beautiful, easy to use, fast to integrate, efficient, effective at solving a business problem, secure, etc. Instead you ask if you provide training, because you assume it is ugly and difficult. You ask if they offer consultancy services and an SDK or connector library because you assume it is difficult. You assume you need to customise it for months because it will not be effective out of the box. But most importantly since you will be stuck with the software for years, you ask if it supports any potential feature that perhaps in 5 years might be needed for 5 minutes. It is this last set of questions that kill any innovation and ease of use in business software. A product manager in the receiving end will get funding to add those absurd features when customers ask for them. A career limiting move would be to ask for budget to reduce useless features or tell that your product looks worse than Frankenstein.
So how can you make sure that software is beautiful, does what it supposed to efficiently and effectively, is fast, nimble, easy to use, secure, scalable, fast to integrate, is future proof, etc.? You do what you do when you buy a car, you go and ask the keys of different models and take them for a serious spin and put them to their limits.
So what you propose is a three months PoC for each potential solution?
No what I propose is being able to get your hands on all different alternative software solutions and deploying, integrating and scaling them in hours or even minutes and then release a bunch of automatic performance tests and rough end-users, even some ethical hackers or competitors.
If the software does what it says on the tin, is effective, efficient, beautiful, secure, fast, scalable, easy, etc. then you negotiate pricing or use it for a minimum valuable product.
It used to be impossible to do all of this in hours but with solutions to deploy quickly private clouds and cloud orchestration solutions like Juju, we are actually planning on trying this approach with a real customer and real suppliers. To be continued…