US start-up TenFold is hoping to make inroads into the ERP market by offering customers a money back guarantee. In a market dominated by huge players such as SAP, Baan, Peoplesoft, Oracle and JD Edwards, the five-year-old TenFold has been forced into drastic measures to differentiate itself. ERP packages have become associated with perceptions of high-cost, drawn-out implementations that fail to meet expectations. TenFold is offering a money back guarantee if the implementation fails to meet expectations on time (four to eight weeks), cost (average contract #2.4 million) or performance. "No other company will guarantee to deliver a completed, tested, documented, production-ready applications within a fixed time or price," claimed Craig Probert, UK sales director at TenFold. But TenFold will not guarantee increases in customer productivity in financial terms. The initiative has grabbed the attention of the "Big Five" management consultancies, which have been debating sharing risk with ERP customers. One of these firms, which refused to be named, confirmed that it would be announcing an alliance with Tenfold in the next few weeks.
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