What ERP Pre-Sales Professionals Should Be Learning Now
In my last article, I explored how AI tools are reshaping the ERP pre-sales landscape. From automated RFPs to embedded copilots inside platforms like Microsoft Dynamics, Oracle, SAP, NetSuite, and Odoo—we’re watching the foundations of our day-to-day work shift beneath our feet.
So the natural follow-up question is: How do we prepare ourselves for what’s next?
After more than two decades in ERP—starting with MFG/PRO support in manufacturing plants and evolving into pre-sales and solution architecture—I’ve seen several waves of transformation. But this one is different. The rise of generative AI means we can’t rely solely on what made us successful in the past.
Here’s What ERP Pre-Sales Consultants Should Be Learning Now
1. AI Literacy—Not Just Prompting, But Understanding
You don’t need to be a data scientist, but you do need to understand how tools like GPT-4, Claude, and Copilot work under the hood. Learn the basics of how language models generate content, where their limitations are, and how to use them responsibly.
- Explore how to refine prompts for better outputs
- Learn when to trust AI outputs—and when not to
- Understand how AI integrates with ERP systems, from document parsing to guided user actions
2. Storytelling and Solution Framing
As task-work becomes automated, the ability to frame a compelling narrative becomes critical. Your client might be able to get a feature list from AI—but they’ll still need you to:
- Connect their problem to a meaningful solution
- Build confidence in the roadmap
- Demonstrate how a system supports long-term business goals
3. Cross-Platform and Ecosystem Awareness
No single ERP platform is “winning” AI. Each has strengths:
- Microsoft’s Copilot is great for data summarization and productivity
- Oracle’s Journeys help with process navigation and guided actions
- SAP’s Business AI excels in operational analytics and automation
- NetSuite’s Text Enhance is simplifying text generation and transaction intelligence
- Odoo’s AI is focused on cost-effective automation for SMEs
Understanding how different platforms embed AI gives you leverage during competitive demos and RFPs.
4. Human-Centered Design Thinking
The best AI solutions still need to be designed around real people. Learn how to:
- Facilitate workshops that surface true needs (not just feature requests)
- Collaborate with users to design intuitive experiences
- Ensure that automation supports teams instead of replacing or overwhelming them
5. Ethics, Privacy, and Governance
As AI tools proliferate, clients will look to you to explain:
- How their data is used
- What guardrails are in place
- Where the line is between automation and oversight
These are boardroom topics—and pre-sales professionals who can speak to them credibly will stand out.
The Foundation You Already Have
If you’ve walked the warehouse floor, run payroll manually, or translated finance workflows into ERP logic, you already have the most important asset: context. AI can help us work faster, but it still can’t replicate the depth of operational understanding or the empathy needed to lead change.
So while AI will continue to reshape what we do, it’s how we choose to evolve that will define our careers.
Stay curious. Stay human. Stay relevant.
Did you miss Part 1? check out my profile for previous articles.