The Sales Process of Information Systems: Implications for Project Execution and Business Benefits

Abstract

This inductive case study research examines the sales cycle of eight information systems (IS) providers situated in Australia, Hong Kong, Europe, and the United States. The study found that the IS sales cycle provides a restrictive covenant for ensuing projects with contractual constraints, having consequences for fundamental project factors such as benefits, scope, and cost. The process also impedes solution design, schedule, extent of customizations, and training. There are many implications for improvements to practice, in particular there should be more focus placed upon business benefits and increased awareness of life cycle cost during the sales process.