The document discusses preparing for a software change and making the right decision. It explains that change often comes with pain due to emotions, and that emotions strongly influence decision making. It recommends understanding your needs, understanding the solution and company, and preparing for potential emotions like fear, anger, and curiosity that can arise during a change. The speaker then discusses categorizing needs, understanding the product and considerations, and questions to ask a potential supplier about their approach, industry expertise, support, and global operations.

1. BUYING SOFTWARE
COMES WITH CHANGE
The Digital Transformation of the Events Industry
How to make the right decision
An educational session brought to you by Ungerboeck

2. ABOUT HOLGER
• Director of Sales at Ungerboeck
EMEA
• 15+ years of experience in the IT
industry
• Strong background in technology
sales and change management
• Describes himself as tech
enthusiast with a geeky touch

3. AGENDA
CHANGE & PAIN: Why the often come
togetherHow Emotions influence Decision-
makingPreparing a Software Change
Understand your Needs
Understand the solution and the company

4. WHY CHANGE IS IMPORTANT
• You cannot afford stillness.VELOCITY
• Fear immobilizes innovation.INNOVATION
• Others move at a faster pace, what
about you?COMPETITION
• New generation of leaders and
professionals.EXPECTATIONS

5. WHY PAIN?

6. WHY PAIN?
Should we bear the pain of having old technology in
place that does not meet our requirements?
How to rate a potential risk of momentary pain when
switching from one system to another?

7. THE POWER OF EMOTIONS

8. “Most people decide based on
their gut feeling and search for

9. THE POWER OF EMOTIONS
 Emotions are signals of
communication.
 They are decision factors.
 We are mostly ok with emotions
that we initiate ourselves.
© Markus Hornung – EQ Dynamics

10. THE POWER OF EMOTIONS
BUT:
When changes come into our lives, they
provoke emotions that we have not
initiated ourselves.
They shake us!
© Markus Hornung – EQ Dynamics

11. THE CHALLENGE
How can we manage
emotions within a Change?

12. LET’S TALK ABOUT….

13. THE FEAR OF THE UNKNOWN
“No way!
Without me.”
“Never change a
running system!”

14. CHANGE PROVOKES EMOTIONS
• requires clarity, transparency and meaning.FEAR
• requires clarity and appreciation.ANGER
• requires appreciation.HAPPINESS
• requires coaching and encouraging.CURIOSITY
© Markus Hornung – EQ Dynamics
 As a leader, you need to address emotions with the right
actions

15. PREPARING A SOFTWARE CHANGE:
UNDERSTAND YOUR NEEDS

16. CATEGORIZE & PRIORITIZE
Determine which categories are critical
for your organization and list them per
department.
EXAMPLES:
• Sales & Marketing needs
• Event Management & Operations needs
• Accounting needs
• …

17. UNDERSTANDING THE
PRODUCT

18. PRODUCT CONSIDERATIONS
Your event software acts like the backbone to your
business.
What you need to secure your business:
 Reliable, state-of-the-art software
 Experienced consultants that know the events
industry
 Transparent communication and problem solving
skills
 Not a software vendor, but a long term partner

19. PRODUCT CONSIDERATIONS
Does it match my
future plans?
How long has the
product been in
the market?
Customization &
Flexibility
Usability Delivery method Consulting
Pricing model
Compatibility to
other systems
Reporting
options

20. UNDERSTAND THE COMPANY BEHIND THE
PRODUCT

21. QUESTIONS TO ASK YOUR POTENTIAL
SUPPLIER
How many customers are using the software and do you have references in my industry?
Do you have any partnerships with industry associations?
How does your implementation approach looks like and does it consider change mgmt?
Do your consultants understand my day-to-day business?
Can you show me how you managed a complex change within one of your clients?
Which challenges had you been facing and how did you solve it?
How do you make sure, that my staff is trained on the new solution?
Can you support me with technical customizations?
What type of support do you offer?
Does your company operate globally and how long are you within the events industry?
❗️
❗️
❗️
❗️

22. The future is digital & connected.

23. TAKEAWAYS: WHAT YOU SHOULD KNOW
NOW.
Emotion
s
• Change is connected to emotions
Needs
• Know your internal needs
Product
• Understand the product
Compan
y
• Understand the vendor / partner

24. INTERNATIONAL COMPANY
AMERICAS
AUSTRALIA
CHINA
GERMANY
FRANCE
HONG KONG
UNITED
KINGDOM
 Founded in 1985
 250 employees worldwide
 50,000+ users
UNGERBOECK: AN INTERNATIONAL
COMPANY

25. SOME OF OUR CLIENTS