When ERP retail execution licenses come bundled “for free” with an ERP contract, it’s easy to think, “Why not use what’s already included?” No extra spending, no procurement hassle, simply another tool ready to go.
The reality is that “free” often comes with hidden costs and challenges that can slow down retail execution efforts and impact ROI.
Many CPG brands find that while the license itself has no upfront cost, the time, money, and missed sales resulting from implementation delays and adoption struggles quickly add up. Here are key factors to consider before moving forward.
The Real Price Tag Is More Than Just Licenses
Retail execution licenses included as part of an ERP contract certainly sounds like an attractive offer from both a budgeting and implementation perspective - at first glance.
Although the license fee is waived, implementation often requires large consulting teams with high billable rates. Integration with CRM, trade promotion management, and analytics tools typically demand custom development work. Ongoing expenses for system upgrades, maintenance, and consulting support further increase the total cost. IIn practice, these fees frequently outweigh any savings from free licenses within 12 to 24 months.
Expect a Long Rollout Timeline
The addition of a retail execution feature within an existing ERP environment can create the impression of a straightforward deployment. The expectation is that, as an add-on module, it will be operational within a short timeframe.
In practice, ERP rollouts for non-core modules often span 12 to 18 months. This extended timeline can delay product launches, reduce promotional compliance, and limit the ability to capture sales opportunities. In a competitive retail environment, each month of delay compounds the business impact.
It’s Not Built for Retail Execution First
"If everything is based out of one platform, that will make everything easier, faster, and more cost-effective for everyone on the team." The reality is that field adoption drives ROI, not just having the software.
That integration advantage often comes at the cost of field performance. ERP systems are designed with a primary focus on finance, inventory, and supply chain management. Retail execution demands mobile-first tools with offline capability, rapid load times, and CPG-specific workflows; all features that often require significant customization. Innovation cycles for ERP systems also tend to be slower, limiting agility in the field.
Adoption Is the Real Driver of ROI
The prospect of consolidating functions into a single platform can suggest greater efficiency and ease of adoption. Centralization should streamline workflows and boost engagement.
In reality, usage depends far more on user experience than system architecture. Adoption hinges on usability and workflow alignment. Complex interfaces and rigid processes can hinder usage, leading to low adoption rates and diminished ROI. A retail execution tool must integrate seamlessly into the daily activities of field teams to deliver measurable business value.
Internal Resources Get Pulled Thin
ERP retail execution can be perceived as a modest addition to existing systems, requiring limited internal effort. The assumption is that the bulk of the implementation workload will be absorbed within standard ERP project activities.
Experience shows these projects almost always demand far more time and focus. They often draw heavily on IT, sales operations, and field leadership teams for extended periods. The diversion of resources from other initiatives creates opportunity costs that are rarely visible in initial planning but can significantly impact broader business priorities.
Leadership Faces Real Risks
Including a retail execution module at no additional license cost can appear to minimize both financial and operational risk. The absence of direct expenditure can make the decision to proceed seem low-stakes.
In reality, the stakes for decision-makers remain just as high as leadership remains accountable for outcomes. If the solution underperforms, questions will arise about the choice, regardless of the absence of a license fee. The shift from “no cost” to “poor return” can happen quickly, with reputational impacts that extend beyond the individual project itself.
Recommendation for Smart Leadership + Execution
ERP retail execution should be evaluated with the same rigor as any paid platform. This includes:
- Conducting side-by-side pilots with actual field reps using both ERP and dedicated retail execution tools
- Measuring adoption rates, speed to value, and tangible business impact
- Performing a thorough total cost of ownership analysis over multiple years, beyond just license fees
Free licenses don’t guarantee success. In retail execution, true ROI comes from a timely rollout, high adoption, and measurable results in the field, not just avoiding upfront license costs. Choosing the right tool from the start makes all the difference.
Curious if Repsly is the right tool for you? Take a tour of Repsly or schedule a call with us today!
This article was developed with support from ChatGPT and thoughtfully reviewed by the Repsly marketing team to ensure accuracy and relevance.
