ERP Providers Serving the Midmarket - Fivetags Consulting LLC.

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Large enterprise vendors that eye the midmarket as the next opportunity for volume growth employ sophisticated multitiered partner programs to help them extend their sales and marketing efforts to the midsize enterprise. The Microsoft Business Solutions customer base is predominantly midmarket companies, and Microsoft has always relied on a mature network of resellers to act as its go to market. Table 4: Oracle, Microsoft, and SAP partner program breakouts Components of these programs include the following: • • • • • Vendor Product Partners Partner-certified applications, with either specific localizations or industry-specific product configurations, on top of core product offerings Discounting and special pricing considerations Committed co-marketing resources from the vendor E-learning and other training resources Midmarket Customers Microsoft Business Solutions Dynamics AX 2,000 10,000 Oracle JD Edwards Dynamics NAV 2,900 55,000 Dynamics GP 2,200 (400 ISVs) 40,000 PeopleSoft E-Business Suite n/a 19,000+ SAP All-in-One 1,046 10,223 Business One 1,316 14,667 Source: AMR Research, 2007 Access to online communities to network with other partners to share best practices While these programs share some high-level characteristics, the following explains how they differentiate from one another. 12 © 2007 AMR Research, Inc. ERP Report | 2007 Technology and Vendor Landscape Series
Oracle Oracle’s SMB scope is typically firms with less than $500M in revenue—an area where the company already has over 19,000 customers (50% of which have less than $100M in annual revenue). For firms with annual revenue between $500M and $1B, Oracle promotes a hybrid strategy of direct and partner sales and services. Earlier this year, the company announced Accelerate as a midmarket-focused branding initiative. However, the Accelerators themselves are not new, but based on business flows Oracle Consulting has employed for some time as a method to speed customer implementations. Specifically, Oracle prepackages the business flows and designs preconfigured business processes to fit a customer’s business directly, ranging from off the shelf or prepackaged, for processes such as order to cash, to partner tailored. The latter includes partner-designed customizations, enhancements, modifications, localizations, and integration points for a specific industry or localization. Oracle already has over 1,230 established business process accelerators and over 80 specific localizations. Accelerate Solutions are positioned as a tailored product combining Oracle applications, business flows, and partner intellectual property (IP) to apply to the midmarket product portfolio: E-Business Suite, JD Edwards EnterpriseOne, Siebel, and the PeopleSoft Enterprise products. Oracle has wisely arranged the program to avoid product overlap in target industries and sub-segments, so Siebel and PeopleSoft products, for example, won’t compete against each other in sub-industry segments. The Accelerate program has the potential to act as a strong recruitment engine. It can reengage and reattract consulting and services firms that had strong practices in PeopleSoft, JD Edwards, and the other acquired products—practices that have perhaps waned in recent years. It can also reengage current Oracle customers running either legacy or heavily customized versions of the applications. This has the potential to drive upgrades to either a partner-driven Accelerate application with standardized or industry-specific business processes or to license a more current version of an Oracle application (see “Oracle’s New Branding Accelerates Midmarket Battle”). ERP Report | 2007 Technology and Vendor Landscape Series © 2007 AMR Research, Inc. 13
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Page 5 and 6: Defining the midmarket AMR Research
Page 7 and 8: Vendor landscape in transition As o
Page 9 and 10: For example, here’s a list of rec
Page 11 and 12: Table 3a: Breakout of indirect busi
Page 13: • Companies like Lawson and Oracl
Page 17 and 18: also provide Microsoft Business Sol
Page 19 and 20: The opportunity for SOA in the midm
Page 21 and 22: • Lawson, with help from design p
Page 23 and 24: Consider the following: • For com
Page 25 and 26: Supply chain management The supply
Page 27 and 28: Customer management For several ERP
Page 29 and 30: • Infor has good momentum in cros
Page 31 and 32: Recommendations for users It’s a
Page 33 and 34: Table 5: Product offerings examined
Page 35 and 36: Appendix B: Vendor profiles Activan
Page 37 and 38: Epicor Epicor is a midmarket vetera
Page 39 and 40: IQMS IQMS’s main product, Enterpr
Page 41 and 42: Plexus Systems Plexus Systems has b
Page 43 and 44: SoftBrands SoftBrands’ FourthShif

ERP Providers Serving the Midmarket - Fivetags Consulting LLC.

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