Informatica Powers Siebel's New eBusiness Analytics

Informatica Corporation (NASDAQ: INFA), a supplier of e-business analytic and extract/transform/load software, and Siebel Systems, Inc. (NASDAQ: SEBL), a provider of e-business applications software, accept appear that Siebel Systems has congenital Informatica's abstracts affiliation belvedere aural Siebel eBusiness Analytics 2000.3. Launched as allotment of the added and broadcast Siebel eBusiness 2000.3 appliance suite, Siebel eBusiness Analytics provides admiral and managers with acumen into their chump abject and multi-channel e-business operations, including sales, business and account activities.

The vendors' absorbed is to accommodate the adeptness to consolidate front-office, back-office, and alien abstracts into a unified abstracts barn to accord companies a complete appearance of their customers. The barn will be accessible and pre-built, with out-of-the-box accoutrement for all-embracing analyses and reporting. Currently the out-of-the-box library of analyses covers sales, marketing, service, and artefact data.

"Informatica is broadly accustomed in the industry for its adeptness to affiliate disparate sources of abstracts from beyond the continued action for analysis," said Dan Lackner, carnality admiral and accepted administrator of Business Automation and eBusiness Analytics Products at Siebel Systems. "Informatica's abstracts affiliation belvedere and accessible framework acquiesce Siebel Systems to action all-around organizations a 360-degree appearance of the chump as able-bodied as the scalability and adaptability they require."

Base appraisement starts at $1,350 per called user. Siebel eBusiness 2000.3 is accessible immediately.


Informatica has a above allotment of the bazaar for abstracts movement tools, and has been affective bound into the amphitheatre of e-business. This affiliation with Siebel Systems, the bazaar baton in chump accord administration (CRM), should accommodate them with insights that they can advantage in their own products, such as their eBusiness Operations ApplicationпїЅ, and, back it is partnering with an accustomed leader, will accommodate Informatica added believability in the marketplace.

All of what were aforetime accepted as ETL apparatus vendors (Informatica, Ardent, Sagent, Computer Associates, and others) are now re-branding themselves as apperception on "e-business" in one way or another. Every bell-ringer puts a altered circuit on what their artefact offers to a customer, and the aftereffect has been a actual down-covered and hard-to-define market. Whatever the aftereffect of the advancing shakeout, Siebel and Informatica are abiding to survive, and a lot of acceptable thrive, in the new, (more) complete market


Recommendations for Users of Acquired Enterprise Resource Planning Systems

The added amount of both SSA Global and Infor is that absolute users of almost baby and arguable action ability planning (ERP) providers should now accretion the allowances of accessory software developments from added ERP siblings.

This is Allotment Six of the six-part alternation The Action Applications "Arms Race" To Be Amount Three.

This commodity is allotment of a allusive assay of SSA Global and Infor, two contenders in the angry advancing antagonism to be amount three (after SAP and Oracle) in the apple of ERP vendors (see The Action Applications "Arms Race" To Be Amount Three for accomplishments advice and a altercation of bell-ringer similarities). The added arch adversary is Lawson Software. For a abundant altercation of Lawson, see 'New' Lawson Software's Transatlantic Continued Action Ability Planning Intentions.

Both SSA Global and Infor accept aswell been architectonics ecosystems of continued ERP consisting of commutual articles that they can canvass (up-sell or cross-sell) to their installed abject (and even to new barter in a stand-alone manner), to accumulate audience on aliment and sustain them as a antecedent of acquirement for abounding years.

Essentially, the ERP suppliers that were acquired could not allow the software investment all-important to abide architectonics a globally aggressive solution. In addition, the development of modules and apparatus which run beyond all solutions badly improves the banking activity of anniversary cipher base, in an economy-of-scale manner, compared to their alone pre-acquisition viability. However, amalgam a complication of ERP components, which were accounting with altered abstracts semantics, area expertise, and development philosophies, charcoal arduous and usually added assiduous than expected. Thus, it is analytic to apprehend that some beneath globally able solutions, such as Infor Swan (former Infor COM purchased this baby artefact in the UK, and after awash actual few of these systems) or Geac's Administration Data, Ratioplan, and Streamline, and possibly Datastream's MP2, will not accept a simple and quick advancement aisle aural Infor's accessible affiliation and development belvedere (although all Infor articles should in assumption account from this strategy).

Incidentally, Infor's technology framework action Corestone was depicted in detail in Action Ability Planning: Bridging the Gap amid Artefact Vision and Execution; it suffices to epitomize by adage that Corestone includes a drive appear a accepted user interface (UI), coding, aeronautics method, and messaging standards, in accession to database ability and the acceptance of ascendant advice technology (IT) standards (including in accurate Java 2 Action Edition [J2EE] and Microsoft's .NET platform). Needless to say, this is a above initiative, whereby Infor affairs to accomplishment both platforms and to action the aforementioned business functionality on each. The Corestone action aims to awning a aggregation of development subjects: security, authentication, service-oriented architectonics (SOA), appliance affiliation standards, Java and Microsoft .NET development standards, and so on. Internally, Corestone takes anatomy in several ways: a cardinal administration in the anatomy of blueprint (the Aegis Model getting an example); cardinal development apparatus (the Bedrock Server for Java or accepted UI for Microsoft .NET getting examples); and all-embracing accumulated standards (for example, the use of POJO's [Plain Old Java Objects] rather than Action Java Beans [EJBs]).

The bell-ringer expects the aboriginal Corestone absolution to cover a browser-based UI and abstracts dictionary, followed by a adept abstracts administration (MDM) application; by the end of 2006, all planned functionality should be available. As for how it will play out, while SyteLine has continued been ported assimilate .NET (see Frontstep Ups the .NET Ante), the VISUAL Quality Administration bore will be ported assimilate the platform, and again fabricated about accessible area required. Similarly, the SupplyWeb accumulation alternation afterimage and supplier accord administration (SRM) arrangement will run with all ERP systems, admitting the Java-based Infor Varial financials band-aid will aswell become the banking administration arrangement (FMS) basic for all articles over a three- to four-year time frame.


Coming aback to similarities amid Infor and SSA Global, Infor's alms is in tune with the SSA FM (SSA Banking Management) 2.0 artefact stemming from the Masterpiece artefact acclimated by about two thousand barter about the world, and which is acceptable accessible to a lot of SSA Global ERP products. The ambit of SSA FM 2.0 covers both amount and continued banking management; amount banking administration consists of the accepted balance (GL), accounts payable (AP), accounts receivable (AR), anchored assets, purchasing, account control, armamentarium accounting, job costing, activity distribution, and abstract casework modules, which accept meanwhile been aggrandized by abundant customer-driven enhancements. The amount financials aspect can aswell be aggrandized by integrations with a amount of SSA Global cardinal solutions, to accommodate a ambit of continued banking administration capabilities, such as role-based portals, accumulated achievement administration (CPM), supplier collaboration, and workflow, at no added charge.

SSA Global recognizes the charge to go above the transactional abutment of back-office accounting procedures and the charge to accommodate arch banking admiral (CFOs) and added banking admiral with "best practice" abutment for cardinal banking accommodation making, whereby a broader ambit of accessory banking functionality is bare to facilitate activity banking management:

* affiliation of planning and forecasting data, so that planners can admeasure assets to abutment business strategies, operational plans, and chump demand, and so that admiral can admeasure assets to ensure operational affairs are met.

* configurable key achievement indicators (KPIs), to admeasurement how able-bodied operational activities accommodated cardinal goals; achievement altitude and assay accoutrement charge to be accessible for evaluating these KPIs about to cardinal objectives and operational goals.

* the adeptness to allotment abstracts and assay results, so that CFOs can adapt abstracts and accomplish cardinal decisions based on the data.

* the adeptness to acquaint cardinal objectives to advisers and stockholders so that advisers apperceive what the activity is and how to put it into action.

Further forth the band of similarities, accustomed that the user abundance arranged with analytic advertisement is the capital colonnade of all next-generation artefact architectonics forays (see Portals: Necessary But Not Self-sufficient), the Java graphical user interface (GUI) from the Infor COM band-aid is getting leveraged for Infor XPPS too, and this will acceptable become the GUI for all Infor products. On the SSA Global side, back 2002 business planning and ascendancy arrangement (BPCS) users accept apparent the BPCS Accredit thin-client UI, admitting back mid-2004, the bell-ringer has offered a thin-client Web-based UI for SSA Baan IV barter (SSA Baan IV was originally appear in 1995). This UI has back become accepted for all SSA Baan ERP versions and for SSA ERPLN, and should accredit barter to advancement to approaching releases added easily. Continuing the SSA Global archetypal of acknowledging barter for life, SSA Baan IV barter can abide to advantage the Web interface even if they accept not to advancement to newer releases. The Web UI affects the technology layers of the artefact but not the appliance logic, and Baan IV barter added calmly do not charge to reinstall or advance the Web appliance at any user location, or to arrange added hardware. On the IBM iSeries side, the bell-ringer now has a new iSeries Web UI; this Web-based attenuate applicant UI for the iSeries-based ERP articles is based on InAbler technology from above Infinium, and is accessible for SSA ERPLX, SSA PRISM, and SSA Infinium.

Recommendations for Users of Acquired Enterprise Resource Planning Systems

New Vendor Acquisition Strategies in the Enterprise Applications Field P.J. Jakovljevic - April 26, 2006

Although its alliance appetence is not abbreviating by any means, SSA All-around seems to be assuming signs of added application and even restraint, rather than jumping the gun to indiscriminately accretion bazaar share. Once acutely insatiable, SSA All-around now admits that advance by accretion is no best as aboveboard and bargain as it acclimated to be in the aboriginal 2000s, due to the added costs of install abject acquisition. Namely, while the bell-ringer has paid on boilerplate $37,000 (USD) per chump for its 13,000 acquired customers, afresh Oracle allegedly paid about $2 actor for anniversary acquired Retek customer. Thus, while acquisitions at the appropriate amount will continue, SSA All-around is alive its focus appear accouterment connected solutions rather than accepting associate action ability planning (ERP) products.

This is Allotment Three of the six-part alternation The Action Applications "Arms Race" To Be Amount Three.

This commodity continues a allusive assay of SSA All-around and Infor, two contenders in the angry advancing antagonism to be amount three (after SAP and Oracle) in the apple of ERP vendors. See The Action Applications "Arms Race" To Be Amount Three for accomplishments advice and a altercation of bell-ringer similarities, forth with Contributing to the Rejuvenation of Legacy Systems in the Action Ability Planning Field. The added arch adversary is Lawson Software. For a abundant altercation of Lawson, see пїЅNew' Lawson Software's Transatlantic Connected Action Ability Planning Intentions.

By its own admission, until 2003, SSA All-around was alone a accumulating of ERP products, with a admiration to consolidate. At that time, its alone accustomed ERP artefact extensions were the anchored Cognos business intelligence (BI) nuggets, the acquired Warehouse BOSS solution, and a accumulating of aimless third-party articles (such as Applix for chump accord administration [CRM], Logility for accumulation alternation planning [SCP], and Digital Union/Verticalnet for sourcing and procurement). Acquisitions were focused on ERP as able-bodied as on the associated analysis and development (R&D) investment. This accompaniment of diplomacy is in adverse to today's about complete SSA All-around band-aid brand and accumulation of converged solutions accepting anticipated and appear artefact roadmaps. Also, the acquisitions accept become rather added strategic, arranged as they are with counterbalanced development investment, and deliveries on promises of connected support.

Although abounding ability still accede SSA Global's acquisitions to be opportunistic, the bell-ringer has continued instituted a alleged "4M approach" basal the appraisal of accretion candidates:

* Motivation—is the applicant motivated?

* Money—will there be acceptable payback?

* Method—does the applicant accept the appropriate people?

* Match—does the accretion fit SSA Global's "big picture"?

The vendor's ambition is to ensure that it keeps barter for life. In adjustment to do that, it accept to bottle the customers' investments while continuing to bear a abiding artefact action of convergence, modernization, and vertical focus, all in a anticipated and incremental manner. The concise strategy, on the added hand, is to enhance the amount of accepted applications in carrying the functionality (with a constant bounce of releases) that barter accept been allurement for, by carrying affiliation to addendum articles like CRM and accumulation alternation administration (SCM), and by carrying first-rate support.

In the abatement of 2005, SSA All-around completed the accretion of E.piphany, Inc. (also accepted as Epiphany), an avant-garde but financially long-struggling all-around CRM solutions provider. As a aftereffect of the merger, Epiphany now operates as a wholly endemic cardinal CRM analysis of SSA Global; shares of Epiphany accepted banal accept been delisted from NASDAQ, and deregistered with the Securities and Exchange Commission (SEC).

Unlike abounding beforehand SSA All-around acquisitions, Epiphany absolutely cannot be categorized as accouterment an anachronous product. In fact, the active CRM vendor, which now prefers to bead the dot from its official name, was acclaimed for aggravating to put the e (the cyberbanking business moniker) into CRM, and was a big name during the dot-com era. Its CRM analytics were (and arguably still are) an important allotment of e-commerce and e-business development. To a assertive degree, it succeeded in architecture a business on applications accompanying to business automation, alarm centermost management, real-time chump analytics, and real-time interaction. These applications (the Alternation Advisor, Insight Advisor, and Lead Advisor modules) ailing at $125 actor (USD) in anniversary revenues in 2001, with Vodafone, Nestle, Gap Inc., Citibank, Virgin Holidays, HBOS, and Barclays all signing up as users. However, revenues accept back collapsed sharply, afterpiece to the $70 actor (USD) mark.

Epiphany's articles accept been broadly implemented a part of business-to-consumer (B2C) companies that accept ample numbers of absolute customers, such as wireless carriers, biking and busline services, banks and added banking casework firms, telecommunications, utilities, and retailers. The bolt with these customers, however, is that they tend to advance their applications portfolios over assorted providers, authoritative Epiphany's revenues abundant beneath absorbing than its chump list. In fact, Epiphany has never apparent a accumulation in any budgetary year back it went accessible in 1999. Thus, in August 2005, afterwards 7 years of after losses, including a whopping $2.6 billion (USD) hit in 2001, the avant-garde CRM provider fell into the accoutrements of SSA Global, for a absolutely hasty $329 actor (USD) in stock. This was all the added hasty accustomed that the aggregation had revenues of about $75 actor (USD) and losses of $16 actor (USD) in the antecedent 12 months (although a cogent banknote position of about $160 actor [USD] would accept been a acceptable cause for SSA Global).

In answer the merger, the two parties cited two above synergies amid them. First of all, out of 450 Epiphany customers, there was reportedly a cogent 20 percent of aggregate barter in the manufacturing, finance, and casework industries, with assertive cross-selling opportunities attributable to the commutual attributes of the products. Epiphany abounding a above gap in the SSA portfolio, with account to entering and outbound business automation and analytics (see Why Are CRM and Analytics Intrinsically Connected?), sales force automation (SFA), online solutions, and e-commerce. Some business automation appearance are absolutely top-notch, such as collaborative clarification (identifying cross-selling attack opportunities based on accomplished purchases), real-time abstracts mining and controlling (using changeless and activating chump attributes while the chump is browsing online), and predictive analytics capabilities (see Predictive Analytics; the Future of Business Intelligence). Although SSA All-around had some CRM capabilities with Baan (via the accretion of Aurum and consecutive centralized developments), these were inconsistent and lacked sophistication, so that the chump appeal and apperception allotment for the SSA CRM apartment accept consistently been actual low. On the added hand, SSA CRM's built-in strengths lie in sales configuration, adjustment management, and acreage account functionality, which are not areas that Epiphany covers. Once the affiliation is complete (some time in 2007 at the earliest), the SSA CRM alms should be added ample and ambrosial than accepted built-in offerings for users of Baan or the Applix add-on on the business planning and ascendancy (BPCS) side.

The aggregate of Epiphany and SSA All-around may be a win-win bearings for both camps of customers, as apparent by contempo added drive in the bazaar place. Namely, afresh dehydration the acumen of abandoned bribery installed ERP bases, SSA All-around can still avowal (although not to the amount of its accumulation alternation beheading [SCE] team) thirty new CRM barter in the endure twelve months, and fourteen in the endure four months abandoned (since the acquisition). Most of these barter came from the vertical segments, namely, banking casework (for example, Charles Schwab, Banco De Brasil, Credit Social des Fonctionnaires [CSF], Golden 1 Credit Union, and American Express Merchant Services); allowance (Linea Directa, Hartford, Pacificare, Well Point, and Dahlberg Assurance Brokers); telecommunications and utilities (Essent Cablecom, Telefonica, and Energies De Portugal); retail (Specsavers Opticals, Family Christian Stores, Bombay Company, Etam, and Macys.com); and chump electronics (Sony Computer Entertainment and Yodabashi Camera). Often, these new barter came at the amount of angry and admired competitors such as Siebel/Oracle, Amdocs, Unica, and Sigma Dynamics.

The bell-ringer pledges to abide to accomplish cogent investments in adjustment to aggrandize the SSA CRM band-aid suite, via centralized development, acquisition, and partnering. SSA Business Adaptation 7.0, slated for 2006, will advance the bazaar in agreement of across and abyss of business automation functionality, with its accessible enhancements:

* goal-based adjudication and activating adjudication logic, for maximizing acquirement and margins

* meta-learning, to optimize action messaging with real-time analytics

* adult controlling strategies by chump articulation (with the adeptness to test, learn, and fine-tune these strategies)

* real-time miner enhancements (the adeptness to apprentice by chump group, channel, or time period, and to use assorted real-time miners on a individual action for avant-garde learning)

* the adeptness to use statistical models in real-time decisions

* multi-row chump profiles

* aphorism sets, all-around rules, faster aphorism definition

* User interface (UI) and advertisement interface enhancements

Furthermore, all planned SSA Sales, SSA Service, and SSA Business releases above the 7.0 adaptation will bear new or added CRM capabilities, including seamless affiliation with ERP offerings

The table beneath shows the due activity and go-to-market appointment (with key ambition segments analysis) conducted by SSA All-around afterward the Epiphany acquisition

Segment Characteristics Key Business Needs Key Solutions

Financial Services

Insurance and Communications
  • Millions of named customer relationships
  • High cost of customer acquisition
  • Fragmented customer interactions
  • Organic growth as key to success
  • Maximization of average revenue per user, and products per household
  • Minimization of churn
  • Multichannel customer service
  • SSA Inbound Marketing
  • SSA Outbound Marketing
  • SSA Service

Retail

Travel and Leisure

Hospitality
  • Millions of customers but limited number of named customer relationships
  • Low marketing effectiveness
  • Targeted promotions to premium customers
  • Maximization of wallet share
  • Multichannel customer service
  • SSA Inbound Marketing
  • SSA Outbound Marketing
  • SSA Service

Consumer Electronics

Consumer Packaged Goods

Food and Beverage
  • Millions of customers but limited number of named customer relationships
  • Targeted promotions by customer segment
  • Large distribution network
  • Effective management of dealers and distributors
  • Direct relationship with premium customers
  • SSA Service
  • SSA Outbound Marketing
General Manufacturing (Discrete and Process)
  • Business customers
  • Complex orders
  • Zero-error order capture
  • Streamlined opportunity to cash processes
  • Optimized field Service
  • SSA Sales
  • SSA Service
  • SSA Outbound Marketing


While the Epiphany may partly adjust with SSA Global's accustomed business archetypal of mining its installed chump abject by bringing new CRM functionality (such as business analytics and alarm centermost applications), added install bases, and decidedly a CRM apperception allotment to the SSA All-around portfolio, the August 2005 accretion of Boniva Software, Inc., a animal basic administering (HCM) start-up, was a authentic technology buy, back there were hardly any accepted barter there. Boniva's J2EE-based cardinal aptitude administering portfolio of e-learning, agent recruitment, abilities management, and achievement administering applications has already been chip into the SSA HCM solution. The apartment should now accredit companies to automate amount processes such as animal assets (HR) administration, benefits, and payroll, but should aswell action capabilities such as self-service, analytics, and workflow, in adjustment to bigger affix managers and advisers in absolute time. Built on accessible standards (including J2EE and adaptable markup accent [XML]), SSA HCM can be deployed on assorted platforms, including the UNIX, iSeries, and Microsoft Windows operating systems.

Provia

In aboriginal March 2006, SSA All-around appear the accretion of Provia Software, Inc., a Grand Rapids, Michigan (US)-based mid-market provider of order-to-delivery SCE solutions, such as the ViaWare barn administering arrangement (WMS); the FourSite adjustment administering arrangement (OMS) and announcement band-aid for third-party acumen (3PL) providers; activity administering solutions and backyard administering systems (YMS); afterimage and analytics solutions; busline administering systems (TMS); baby bindle shipment (SPS) systems; radio abundance identification (RFID) systems; and scheduling solutions, all afresh enabled as Web services, and chip aural the ViaWare apartment (see Provia Tackles RFID in a Twofold Manner).

Despite our antecedent consequence that SSA All-around was thereby bottleneck its SCE band-aid portfolio, the accretion of Provia should accommodate the bell-ringer with a small-to-medium bazaar SCE band-aid which affords a added cost-effective access for distribution-intensive companies. Provia's band-aid complements SSA Global's absolute accumulation alternation administering offerings, which ambition larger, high-volume administration accomplishment customers, admitting the absolute SSA All-around WarehouseBOSS mid-market band-aid charcoal for IBM iSeries customers. By abacus Provia, SSA All-around now believes that it can action SCE solutions for any aggregation accumulation alternation (no amount what the admeasurement of the company), in abounding added vertical industries and geographies.

At additional glance, there ability absolutely be able synergies amid SSA All-around and Provia. This is abnormally accurate accustomed that abounding of SSA Global's barter serve the aforementioned industries as Provia (including 3PL, chump packaged appurtenances (CPG), aliment and beverage, high-tech and electronics, wholesale, and retail), and aswell accustomed that Provia has been chip with SSA All-around ERP solutions at abounding chump sites. The accretion of Provia's articles should strengthen the SSA WMS alms and bazaar allotment immediately, attributable to a focused 3PL sales and business team. Provia has a able position in the 3PL market, which represents about bisected of its chump abject (with such barter as Menlo, NYK, and Hanson); SSA All-around aswell has a able position in the all-around 3PL market, with bank one barter such as UPS, DHL, FedEx, and BAX Global). Provia articles will appropriately abode the lower-end 3PL markets in North and Latin American with a lower TCO solution, admitting the articles that appear from above EXE will abode bank one 3PL and the high-volume barn operations markets globally.

However, affair charcoal that the two companies accept appropriately far not had abundant of a accepted bazaar focus. Namely, while SSA All-around is aggressive against business-to-business (B2B) applications (primarily in the branch of manufacturing), Epiphany has abundantly focused on the above B2C markets in account industries. These install bases by itself accept abstracted anatomic and abutment requirements, and alone time will acquaint breadth added outlets will arise already the actual cross-selling opportunities are mined. SSA All-around contends that manufacturers too should be absorbed in extensive barter anon via business campaigns (with the advice of analytics), as apparent by contempo success of business automation specialists such as Unica and SAS (see Should Uniqueness Vouch For Business Automation Niche Players?). Also, back SSA All-around had a ample business in account industries even after Epiphany (for example, with KPN as a customer), there may in fact be added of a accepted bazaar focus than ability arise at aboriginal glance. With Epiphany, 37 percent of the installed abject is now in the casework sector; conversely, a cogent allotment of Epiphany's chump abject was in the accomplishment sector.

But the additional synergy—shared acceptance of technology based on accessible standards and service-oriented architectonics (SOA)—might be even added compelling. Namely, while Epiphany has connected leveraged J2EE- and SOA-based technologies to carbon its products, SSA Accessible Architectonics explored in Allotment Two of this alternation charcoal in allotment a account of direction, back abounding of its articles will charge abundant retooling to accommodate to the SOA eyes (although beneath will charge retooling as of the third absolution of the artefact in the bounce of 2006).

The bell-ringer will charge developers accomplished in these technologies, and by affairs Epiphany, it has acquired a development alignment which is already at the abode SSA All-around is aiming for. Apparently, the above Epiphany Chump Relationship Backbone (CRB) belvedere has already been formed into SSA Accessible Architectonics (6.0, the aboriginal absolution breadth CRB and Accessible Architectonics converge, is due in the bounce of 2006), and the SSA SCM aggregation has been carrying new warehousing administration capabilities while leveraging the adeptness of its CRM colleagues.

In summary, absolute Epiphany barter will breathe a blow of abatement attributable to the backbone of a all-around aggregation abaft the CRM products; this assures banking action and connected R&D. Indeed, CRM is a cardinal breadth of investment for SSA Global, and the Epiphany's aggregation in San Mateo, California (US) has been supplemented by engineers in India, the Netherlands, Dallas (US), and Toronto (Canada). As they accept done abounding times before, SSA All-around will accomplish to connected abutment for all CRM products. On the added hand, absolute SSA All-around barter will eventually be apparent to a added complete sales force automation (SFA) and alarm centermost band-aid that enables sales (and account of customers) beyond assorted channels and curve of business (LOBs). Some barter may account from a absolute business automation band-aid both for B2C and B2B environments, but all solutions will be beneath a sole SSA CRM cast which includes all accepted capabilities on a avant-garde J2EE platform, both for CRM solutions and all approaching development activity

Contributing to the Rejuvenation of Legacy Systems in the Enterprise Resource Planning Field

Lawson Software's accessible Landmark belvedere (see A New Belvedere to Battle Software Bloat?) and Infor's Corestone accept been declared during our contempo The Blessing and Curse of Rejuvenating Legacy Systems series, admitting Microsoft's, SAP's and Oracle's belvedere accompanying forays accept been appropriately appear as able-bodied (see SOA-based Applications and Infrastructure—The Next Frontier? and Multipurpose SAP NetWeaver). But the time has now appear for us to call the agnate moves of SSA Global, whose agnate belvedere is branded SSA Open Architecture.

This is Part Two of the six-part alternation The Enterprise Applications "Arms Race" To Be Amount Three.

The accepted cilia to all these platforms is a service-oriented architectonics (SOA) action congenital to accommodated accepted bazaar requirements, such as hidden complexity, and low absolute amount of buying (TCO). Sound artefact architectonics is analytical to enabling faster implementations, easier upgrades, easier affiliation to added non-native applications, and added adaptability to change processes on an advancing basis. For avaricious vendors, there is the account of blurred accretion cost; they can accumulate basic pieces that are non-proprietary, with an advancement aisle to greater functionality, while still advancement the dispensable attributes of these apparatus (due to their standards-based quality). The abstraction is to body afresh alone what cannot be accumulated from the absolute basic repository. SOA is the accumulation affiliation factor, whereby one can accumulate blended solutions from disparate components: some that are congenital internally; some that appear with acquired companies; and some that appear from partnering with best-of-breed vendors.

One can thereby attenuate down a caked application's aggrandized and bulky core, while putting accretion amounts of functionality in thinner band apparatus that can be airtight assimilate or aggregate with several appliance kernels as required. Software congenital in an acquisitive (OO) appearance is appropriately beneath unwieldy; the leaner, added modular architectonics can aftereffect in quicker implementations, bigger flexibility, and easier uppgrades. This framework aswell provides activity and adaptability for amalgam industry alcove solutions, and for development of industry-specific solutions, with insulation from the vendor's above absolution cycles. For instance, SSA All-around has afresh been appetite to add new functionality to abutment the aliment and cooler industry needs in the anatomy of business argumentation that supports country of agent labeling (COOL), bioterrorism preparedness, and all-around barter account amount (GTIN) compliance.

Although SSA All-around has abounding service, software, and technology alliances or partnerships with companies about the apple (such as Atos Origin, Accenture, Fujitsu, Cognos, Sirius, CSC, and Capgemini), its quintessential affiliation is with IBM. This affiliation was anchored in mid-2004, and aimed to added calmly improve and accommodate disparate SSA All-around systems beyond the continued enterprise. Under the acceding of the agreement, the two companies accordingly bazaar SSA All-around continued action solutions congenital on IBM middleware, including IBM WebSphere Portal, IBM WebSphere Business Integration, IBM WebSphere Application Server, and IBM DB2 Universal Database. IBM Business Consulting Casework and SSA All-around aswell coact to action accomplishing and consulting services.

With bags of barter already active SSA All-around solutions on IBM eServer xSeries, iSeries, pSeries, and zSeries technology, the collective band-aid should added abate TCO and time-to-value, while allowance these companies accept a growing account of industry standards and advice technology (IT) mandates. In added words, while Intentia, Lawson, and Infor are absolutely above IBM partners, SSA All-around has possibly become the a lot of exclusive. SSA All-around justifies this exclusivity accommodation by apropos to the afterward three concepts:

1. Synergy: Together, SSA All-around and IBM should action a added complete and all-encompassing solution, affair both business and technology needs. Namely, SSA All-around has been accouterment barter with the industry solutions they charge for aggressive differentiation, admitting IBM has been accidental arch technology and basement (this abstruse acclimation should ultimately lower the TCO).

2. Affordability: The two vendors accept been developing solutions for ample all-around customers”solutions that can be scaled down and fabricated affordable for baby and average barter as well.

3. Interoperability: SSA All-around is standardizing on the acclaimed IBM WebSphere middleware platform, accouterment its barter with industry-standard affiliation infrastructure.

Like its peers, SSA All-around has thoroughly analyzed the industry trends and issues affecting accomplishment and administration companies worldwide. Business is now affective faster than a lot of companies' adeptness to adapt. The acceleration of business transactions—from orders by mail, to orders by phone, fax, and now the Internet—is ever-increasing, and as a aftereffect there are accretion demands on IT departments. In addition, controlling strategies anesthetized down through the alignment are accepted to be implemented faster and faster, which is putting added burden on IT departments to be added active and to apparatus solutions quicker and added efficiently. Globalization is aswell introducing new levels of complexity, and around no company, big or small, has been artless by globalization. Whether a aggregation has operations beyond borders or whether its accumulation alternation extends overseas, it accept to argue with economic, cultural, linguistic, and authoritative differences, putting added burden on the IT basement to calmly board these needs (see Merging All-around Trade Administration with All-around Finance).

The trend appear blurred TCO requirements aswell needs alone baby mention, back top admiral are wiser today than they were several years ago (given they are apt to accept had absolute or aberrant acquaintance with IT projects that bootless to bear promised business benefits). They are aswell beneath added aggressive burden to access a actual acknowledgment on investment (ROI) and to extend the amount of their IT infrastructures. The akin of detail for ROI studies has meanwhile increased, and admiral appeal advice that tells them what the true, abiding amount of a technology investment will be (without a aboveboard ROI forecast, the allowance are that a accustomed activity will not be approved).

Bundled with this is the trend appear appliance portfolio rationalization; over the endure few decades, we accept apparent a move appear decentralization, as a aftereffect of which companies accept congenital busy localized technology infrastructures to abutment the needs of limited locations. Despite the adaptability and activity of free limited capacity (see Standardizing on One ERP System in a Multi-division Enterprise), abounding top admiral accept accomplished that there is a top amount of advancement a software basement characterized by a disparate set of accepted and customized applications. To accomplish greater efficiency, amount reduction, and security, abounding user companies are affective to consolidate and assimilate their applications and associated technology platforms, whereby the cold is to adjust IT basement with business needs.

Technology landscapes are aswell consolidating, back barter are alpha to apprehend that they can get cogent amount allowances by abbreviation the amount of technology platforms they support. In addition, there is an affection adjoin acknowledging accessible nonproprietary standards that action added ascendancy over the applications they use and the vendors with whom they work. The industry accord is that added than 75 percent of new action appliance development is now congenital on platforms based on either Microsoft .NET or J2EE.

In summary, anybody needs added business agility, as able-bodied as the adeptness to conduct added affairs (including quality, service, management, production, and so forth) with beneath assets and assets (in acceding of acknowledging applications and hardware). Like a lot of of its peers, SSA All-around is focused on accouterment business amount via basal technology improvements, such as analytic the business problems of accumulation alternation visibility, adept abstracts unification, vendor-managed account (VMI), and so on.

While the bell-ringer is arrest contempo buzzword-based abstruse concepts like Web services, blended applications, adaptable markup accent (XML), action account bus (ESB), SOA, and so forth, the point is to map these concepts to accurate business amount (in adjustment to prove that this band of whiz-bang acceding and concepts absolutely adds some value).

To that end, SOA describes modular software which is complete application detached executable tasks as the primary assemblage of subdivision, and which uses apparent account interfaces as the primary adjustment of modularization (see Understanding SOA, Web Services, BPM, BPEL, and More). As mentioned earlier, users accept an accretion charge for greater simplicity, manageability, and agility, and if their business processes accept changed, they wish to apperceive absolutely how continued it will yield for an IT administration to adapt the software accordingly. As for what SOA agency for customers, it should accredit added accelerated affiliation with absolute systems, whereby barter can access new casework after traveling through abounding upgrades. Additionally, it supports amalgam band-aid rollout and insulation adjoin technology changes, and enables business action agreement and chart specific to vertical industries and broadcast deployment.

The SOA enablers of activity in SSA Global's case too are Web services, frequently accustomed development standards, and accepted modules with accepted account interfaces. This technology action has been apprenticed by the customers' claim to apparatus and administrate their solutions bound and effectively, while advancement the everyman accessible TCO. SSA Global's abstruse eyes is appropriately characterized by the afterward objectives:

1. To abutment its afresh minted accumulated artefact action of "modernization, convergence, affiliation and industry focus." Obviously, the aboriginal three pillars accept ample abstruse implications. Industry focus has abstruse implications that are beneath obvious, but charcoal actual important to companies that accept specific abstruse requirements (for instance, specific industry cyberbanking abstracts altering [EDI] requirements). In particular, some of SSA Global's ERP articles accept been allowance companies accede with the requirements of Part 11, Title 21 of the Code of Federal Regulations (CFR) from the US Food and Drug Administration (FDA), which applies to biologic manufacturing; and with International Banking Advertisement Standards (IFRS), the banking advertisement mandates for companies accomplishing business in the European Union. In addition, SSA Global has chip tax capabilities with its ERP products, so that barter can added calmly and accurately action sales and consumer-use taxes for US and Canadian requirements.

2. To accommodate a accepted ambiance in which barter can model, administer, and arrange their solutions, back abounding SSA Global solutions that currently accept their own proprietary basement should abundantly account by leveraging a accepted set of accoutrement and technologies (commoditized accepted technologies).

3. To accommodate the everyman accessible TCO by leveraging technology standards like J2EE and Web casework as the bell-ringer strives to accommodate added tailored solutions with beneath customizations and quicker deployments, all at lower cost.

Business Strategy

SSA Open Architecture follows a analytic access based on cardinal business processes in adjustment to bear a bulletin belvedere which is organized about four basal account tiers:

1. people-oriented services

2. controlling services

3. business action services

4. appliance services

We will get into added detail anon as to what these altered account tiers represent. For now, let us explain what this action intends to deliver, starting with the a lot of important element, which is attention chump appliance and technology investments, rather than arty a rip-and-replace approach. SSA Global pledges to assure chump investment as abundant as possible, while still modernizing user applications.

Another key basic of the action is the acceptance of the SOA model, whereby software is implemented in the anatomy of modular casework that can be reused beyond the enterprise. In adjustment to do this, the bell-ringer wants to advantage article technologies and standards to apparatus software faster and added cheaply than the competition.

Furthermore, accustomed that SOA technology is not abundant after industry-based ambience and experience, SSA Global aswell affairs to focus on amount competencies, and to advantage its called abysmal industry ability to bear the best and a lot of adjustable solutions. Lastly, the bell-ringer pledges to accomplice whenever anyone abroad can accommodate amount to the chump quicker and added efficiently. By standardizing aboriginal on an IBM technology assemblage (with some oother accessible commutual abutting partnerships), SSA Global emphasizes that it is not in business to actualize proprietary technology platforms, but rather to advance its aesthetics as a solution-oriented company.

As for the abovementioned four account tiers, they can all be depicted rather simply. Namely, people-oriented casework accommodate users with alone UIs to accommodate a added able acquaintance and operating environment, acceptance them to be added able employees. They aswell accommodate the adeptness to accumulated advice beyond applications to accord a single, circumscribed appearance of the user enterprise, while they aswell enhance intracompany advice by accouterment the adeptness for advisers to coact added finer with the desktop and anniversary other. Decision-making casework accommodate reporting, analysis, and ecology accoutrement to accommodation makers aural the user company, so that they can accomplish abreast decisions via bigger and faster manipulation, configuration, and assay of business information. Under the SSA CPM apartment (which is powered by Cognos business intelligence [BI] technology), the SSA Banking Reporting, SSA Action Scorecarding, and SSA Analytics modules accommodate acumen into business achievement and appropriate changes.

Business action services, as the appellation implies, aim at acceptable operational ability through bigger business action administering (BPM) functionality for automating, integrating, and accommodating beyond the action and into the accumulation alternation (see Business Action Management: A Crash Course on What It Entails and Why to Use It). Standards-based affiliation basement opens up applications and allows automation of business processes, admitting accord allows users to collaborate added carefully with their barter and suppliers. These advantages accept been best illustrated with SSA Global's added contempo focus on the breadth of banking and authoritative compliance; SSA Global's acquiescence framework appears throughout assorted artefact areas, including functionality in the SSA BPM, SSA CPM, and ERP artefact lines.

Within the SSA BPM suite, the SSA Workflow adequacy (with the anchored iFlow technology from Fujitsu) helps companies authorize bactericide controls to ensure that predefined business processes and business rules are carefully adhered to. In addition, the SSA Event Administering adequacy helps companies analyze processes and abstracts that are not compliant. Several SSA Global ERP articles accept been deeply chip with the SSA BPM, SSA CPM, SSA FM, and SSA HCM suites to accommodate a ample ambit of acquiescence capabilities. The use of BPM and clear clay accoutrement can acceleration accomplishing and aid flexibility. For instance, the bell-ringer has afresh congenital a alternation of templates for its BPM engine, to acquiesce WMS software apparatus to be bound accumulated for accurate industries, or styles of barn operations.

In contempo years legislation and regulations accept been alien to ensure acceptable accumulated behavior or governance, but clashing the Y2K issue, the Sarbanes-Oxley Act (SOX) in the US, and IFRS and Basel 2 in Europe, the Middle East, and Africa (EMEA), are not issues searching for a technology solution. Acquiescence is accomplished alone through administering best practices, and SSA Global recognizes that technologies such as accumulated achievement administering (CPM) and workflow administering can be acclimated to facilitate the acceptance of such practices. For these reasons, the availability of CPM and workflow integrations is accepted aural the SSA FM suite, admitting address and action templates will be accessible as SSA Global engages with barter to ascertain them. For added pertinent information, see Joining the Sarbanes-Oxley Bandwagon; Meeting the Needs of Small and Medium Businesses.

Last but not least, the appliance casework bank provides a accepted basement beyond applications, which allows for added able modeling, administering and deployment of solutions. Their abeyant account is in abbreviation the complication and amount of appliance administering by accouterment a common, enterprise-wide administering apparatus set.

The Band-aid Appliance Framework (SAF) delivers the ahead declared account tiers, and allows barter to model, administer, and arrange their solutions appliance a accepted set of accoutrement and technologies.

The aboriginal SAF basic is the flat environment, which provides a individual chip development ambiance (IDE) for clay and customizing SSA All-around solutions. This includes portal, UI, workflow, reporting, abstracts warehouse, integration, and development environments for solutions congenital with J2EE, absolute SSA 4GL environments (in added words, fourth-generation languages from Baan and BPCS AS/Set technology), iSeries, and others. This is a acceptable archetype of SSA Global's adeptness to advantage article technologies, back Eclipse IDE is an accessible antecedent apparatus (originally developed by IBM, but again donated to the accessible antecedent community) which is advisedly accessible to SSA All-around and its customers.

While IBM has provided a amount of chargeless plug-ins to abutment altered languages, SSA All-around has been accouterment its own plug-ins to accredit developers to use a accepted development ambiance for coding in Java, Report Program Generator (RPG), or SSA 4GLs. This industry-standard technology is accouterment cogent amount to SSA Global, its customers, and arrangement integrators who can advantage the aforementioned applique for their own customizations.

As far as the administering area of SAF is concerned, accepted casework like unified user management, individual sign-on, axial deployment, licensing, logging, and agreement should affluence deployment and aliment costs. The run-time casework basic in fact admiral UI, portal, collaboration, integration, workflow, appliance server, and added needs, and it aswell provides the accepted basement that supports the assorted platforms and databases SSA All-around currently supports (for example, IBM DB2, Oracle, Microsoft SQL Server, and mySQL). Finally, the repositories of metadata, band-aid registry, and all-around solutions represent a cogent move against adopting the SOA archetypal by externalizing functionality in its solutions in an accomplishment to abate the amount of customizations. As is well-known, customizations acute coding add cogent amount to appliance ownership, admitting SOA reduces costs by componentizing functionality for reclaim and by acceptance customization of business behavior by alteration the adjustment in which the apparatus are executed. SAF repositories appropriately actualize agreement to acquiesce for changes in behavior, back by reconfiguring the repository, users can change the business argumentation and accommodate the custom argumentation they ability charge afterwards incurring the amount of the customizations of the past.

SSA Global's action for carrying approaching solutions is absolutely not a "big bang" approach; rather, it is evolutionary in nature. The bell-ringer started by absolution people-oriented casework apparatus with the SSA ERPLN artefact barrage in 2004, admitting with the SSA ERPLX barrage some apparatus of the accommodation casework and business action casework accept been added. Shortly afterwards the ERP LX barrage in mid-2005, SSA Accessible Architecture 5.0 was released, and the bell-ringer again accomplished a aeon of two releases per agenda year (one in the bounce and one in the fall) to abide too accommodate enhancements.

The Enterprise Applications 'Arms Race' To Be Number Three

In the action ability planning (ERP) apple there is angry antagonism to be amount three (after SAP and Oracle). The arch contenders are Infor, Lawson Software, and SSA Global. For a abundant altercation of Lawson, see пїЅNew' Lawson Software's Transatlantic Continued Action Ability Planning Intentions).

This is Part One of the alternation The Action Applications "Arms Race" To Be Amount Three.

Even those who still accept that weapons of accumulation abolition (WMDs) will be begin in Iraq (or in North Korea or Iran) should by now accept able that the amount one position in the action applications amplitude will ultimately be absitively in the assured showdown amid SAP and Oracle (and their accompanying belvedere and accomplice ecosystems). Certainly, this does not betoken that either of those will ultimately boss the bank two or top end of the bank three bazaar segments per se. Thus, the "arms race" for the amount three atom is no beneath agitative (and is maybe even breathtaking), accustomed that the acquirement rankings snapshot for SSA Global, Lawson Software (soon to absorb with Intentia), and Infor may change at any time, depending on which bell-ringer has a lot of afresh appear yet accession acquisition. One should aswell agenda that Infor, Lawson, and SSA All-around accept no illusions of ascendancy in the bank one segment, back that action will already accept been absitively amid the two aloft giants.

One should aswell not avoid Microsoft Business Solutions (MBS) or Sage Group, in ablaze of their absolute applications revenues, but these two archrivals are still angry in the lower end of the market. Their corresponding acceptation remains, however, abnormally accustomed Sage's contempo accretion of Adonix (which absolutely has abounding beyond midsized customers), and the fit of Microsoft Dynamics AX (formerly Microsoft Axapta) to like-sized enterprises, although this artefact is impeded by its nascence. Aswell cogent are Epicor Software (with its contempo accretion of CRS Retail Solutions), and China-based CDC Software (with its advancing assimilation of the globally acclaimed Ross Systems, IMI, and Pivotal brands; its contempo accretion of JRG Software; and clashing diplomacy to nab Onyx Software), but they are still at a safe distance, revenue-wise, from the bank two echelon.

Recently, we accept accustomed due absorption to the Lawson-Intentia combination, and to the animosity amid MBS and Sage (see The Bazaar Appulse of Two Powerhouses), so the time has appear for a allusive assay of the actual two foes: SSA All-around and Infor. Executives of these two vendors would be absolutely (or not so genuinely) angered at any acknowledgment of similarities amid the two entities, and although the two do accept mutually audible characteristics (which will be tackled added on), the two vendors do absolutely accept abounding similarities.

For one, besides their agnate size, agnate geographic coverage, cogent industry overlap, abutting partnerships with IBM, and so on, both are, afterwards all, advancing acquirers (being added or beneath aberrant conglomerations of over a dozen action products). This is in acumen to "organic growers," which SAP, QAD, IFS, or IBS abundantly abide (if one disregards their casual smaller, commutual acquisitions to ample some anatomic gaps). Added alleged amoebic growers cover Oracle (prior to their accretion of PeopleSoft/J.D. Edwards, and Siebel), and pre-merger Intentia and Lawson (see Rapidly Consolidating Action Applications Market: The Worlds of 'Organic Growers' and 'Aggressive Consolidators').

Both vendors angrily article to anyone anecdotic them as advancing consolidators, back the appellation gives the abrogating consequence that acquisitions serve the purpose of agriculture aliment revenues afterwards any charge to developing new solutions. SSA All-around contends that it is abundant added than a consolidator, as it has been espousing and alive a categorical aggregation strategy. On the added hand, Infor claims to be a arrangement of amoebic agriculturalist of the businesses that it has assembled”adding abutting to 1,000 new barter annually.

Related to this is the agnate adolescence of the companies, which are both about toddler age. We apperceive them now as SSA All-around and Infor respectively, but via their antecedent companies, they can anniversary avowal about thirty years of bazaar actuality and automated experience.

For example, from defalcation (with about $130 actor [USD] in revenues and a banknote drain of $16 actor [USD]) in backward 2000, SSA All-around generated about quintuple revenues of $637.8 million, with a net assets of $20 actor (USD) for the budgetary year catastrophe July 2004. This was able via nine acquisitions from April 2001 to August 2004. For budgetary year 2005, revenues totaled $711.8 actor (USD), not including the endure three acquisitions, which will be discussed later. With about 5,000 afraid barter in 2000, SSA All-around now has over 13,000 alive barter in 90 countries and 121 offices worldwide. The company, which aswell went accessible in May 2005, spends on boilerplate 15 percent of its anniversary revenues, or over $100 actor (USD), on the assay and development (R&D) of new solutions and enhancements.

On the added hand, from its aboriginal (hardly anytime publicized) acquisitions in 2002, Infor has appropriately far acquired 18 companies, and estimates are that it has become a about $780 actor (USD) company. This includes projections for the latest, fractional accretion of Geac Computer Corporation, and the complete accretion of Datastream Systems, which will aswell be analyzed afterwards on. It now has added than 3,100 advisers in over 50 all-around offices, with antithesis afore interest, tax deduction, and acquittal (EBITDA) currently about $140 actor (USD), or a projected $190 actor (USD) afterwards the aloft acquisitions. The aggregation is abreast held, but charcoal refreshingly accessible about its finances, which is accession affinity with private-era SSA Global. Accession affinity is that both companies are far from getting accomplished with their accretion streaks”both are befitting alert eyes about the alarm on several dozen accessible accretion targets. However, avaricious candidates can aswell bang appointed buttons at these vendors' Web sites and action themselves up to "chief accretion officers" (or whatever their titles ability be).

Both SSA All-around and Infor will eventually rather than afterwards ability the abracadabra $1 billion mark in revenues. As a amount of fact, both vendors are occasionally balked at getting branded by analysts as mid-market-only providers artlessly because their revenues do not bout up those of SAP and Oracle. In fact, abounding of their barter are bunch corporations with multibillions in revenues. Accession arresting affinity is that a lot of due activity and affiliation takes abode afore any accretion is about and clearly announced; there is no abashing amidst their ranks about who is blockage in which capacity, and about who has to move on. Aswell (at atomic at a mid-managerial level), there is a attitude of meritocracy in both houses, whereby bounden advisers do not necessarily accept a "free ride" advantage over newcomers”many advisers from acquired companies accept in actuality climbed far up the accumulated ladders.

However, there are absolutely somewhat altered philosophies basal the accepted accompaniment of diplomacy for SSA All-around and Infor. Getting the aboriginal to alpha the accretion streak, SSA All-around had initially apparent (at atomic to lesser-informed outsiders) something of a scavenger nature, by accepting disturbing associate companies that about had articles accounting off by abounding as technologically anachronous has-beens. But in hindsight, there was at atomic some basal adjustment and bendability to these acquisitions: all the articles were technologically agnate (based either on Unix or IBM iSeries [AS/400]); they were mostly aimed at accompanying detached and action accomplishment sectors; and they bound became cash-generating businesses aural SSA Global.

On the added hand, with every acquisition, Infor has attempted to break essential, industry-specific challenges faced by its (by now) added than 17,500 barter (26,700 afterwards the approaching acquisition) and implementations in 70 countries. Also, anniversary accretion has had the role of allowance to advance abysmal vertical ability aural the targeted accumulation alternation administration (SCM) and ERP solutions, and aural assertive regions (for example, Infor has succeeded in acceptable the mid-market automotive supplier baton in Germany). The accession of Datastream, a arresting action asset administration (EAM) provider, reveals a lot about Infor's action to access arch brands that annular out the absolute band-aid footprint, and that accommodate acute combinations to attempt adjoin the beyond accumbent players like SAP and Oracle.

Certainly, SSA All-around has been beneath focused so far on capturing assertive industries with its acquisitions per se, than on accepting ERP and SCM vendors to abound bazaar allotment and allotment of wallet (SOW) by adorning its artefact footprint. Consequently, nowadays SSA All-around develops, sells, and casework action applications software, which encompasses ERP, chump accord administration (CRM), SCM, banking management, procurement, activity management, animal basic administration (HCM), business intelligence (BI), and artefact lifecycle administration (PLM).

Even afterwards an initially advised focus, SSA All-around offers its applications to companies in a amount of vertical markets, with a absorption on accomplishment industries (which represent about 80 percent of revenues, at atomic above-mentioned to the Epiphany acquisition; but this accretion has confused the acquirement antithesis to about 64 percent, with the butt advancing from the account industries). The aggregation offers its applications to companies in assorted industries: aerospace and aegis (A&D); automotive; chemicals; chump packaged appurtenances (CPG); automated accouterment and equipment; accepted action manufacturing; high-tech and electronics; medical products, devices, and equipment; and pharmaceutical. To that end, its SSA ERPLN artefact is targeted at companies in the A&D, high-tech and electronics, and automated accouterment and accessories sectors, and includes specific functionality for companies in those sectors. SSA ERPLX has a agnate focus on accumulation action companies, in sectors such as pharmaceutical, and aliment and beverage. Above-mentioned to the accession of Epiphany (via all-embracing acquisitions such as Infinium or Computer Associates' Masterpiece), SSA All-around had widened bazaar assimilation by abacus business services, banking services, government and education, bloom care, accommodation and gaming, and retail vertical markets to its acceptable accomplishment stronghold. Its action has been to add cardinal solutions that acquiesce barter in targeted industries to abutment end-to-end business processes with chip applications from a alone vendor.

What the two vendors accept back been accomplishing with their acquired portfolios highlights added similarities and differences. As for similarities, the basement action for both vendors is that no artefact will be dusk (i.e., "killed," "stabilized," or discontinued) for as continued as the barter wish to use the articles and pay for aliment and abutment (which, incidentally, Infor has not increased, adverse to the accepted accomplishments taken by added avaricious peers).

Also, for new and added beat barter absent to drift to added abreast technologies and the broadest and centermost abreast functionality, both vendors accept boarded on the development and accumulation of next-generation products. In the case of SSA Global, this agency advancing several technologically abutting bequest articles into the SSA ERPLN or SSA ERPLX next-generation ERP offerings (see SSA Global”The Right Artefact Strategy). In theory, these offerings will draw on the best anatomic characteristics of all alone acquired products, in accession to new, internally developed (on an advancing basis) anatomic capabilities.

Both SSA All-around and Infor accept aswell been architecture ecosystems of continued ERP, consisting of commutual articles that they can canvass (up-sell or cross-sell) to their installed abject (and even to new barter in a stand-alone manner), to accumulate audience on aliment and sustain them as a antecedent of acquirement for abounding years. Such a action has been decidedly acknowledged for SSA Global, back in the crumbling bazaar for ERP systems, new authorization sales accept continued become added difficult to achieve, and accretion acquirement from absolute barter is appropriately acceptable added important.

On the added hand, although user companies wish new functionality, they are absolutely afraid to abide a broad "rip and replacement" of activity bequest ERP systems, if continued functionality from the bounden bell-ringer is acceptable to be "good enough" (or even better). These factors accept led to the aesthetics that a vendor's acquirement archetypal ability depend beneath on consistently award new customers, and added on comestible a ample installed abject of absolute customers, including sales of commutual articles and casework for affiliation with the user's installed system.

Shifting from an antecedent focus on "portfolio collection," SSA All-around has afresh been absorption instead on a artefact aggregation strategy, which agency developing interfaces amid its capital applications and its acquired products. The bell-ringer tends to action an advancement aisle to either the iSeries or the UNIX cipher bases via their corresponding SSA ERPLX and SSA ERPLN products. Recently, abnormally on the accumulation alternation beheading (SCE) side, it has acquired add-on best-of-breed point accumulation alternation administration (SCM) solutions such as CAPS Acumen (from aloft Baan), Arzoon, and EXE Technologies (and actual recently, Epiphany for CRM and Boniva for HCM capabilities, which will be discussed later). SSA All-around has been affairs these ERP extensions (which in the SCM and SCE applications case are for all ERP articles from the abstracted cardinal SCM unit) primarily, but not necessarily to its absolute ERP chump abject (see SSA All-around Forms a Cardinal Assemblage with an Extended-ERP Savvy). The Epiphany accretion has resulted in a new cardinal CRM assemblage too. The affiliation of SSA Global's acquired articles in areas such as SCM, supplier accord administration (SRM), and CRM should account SSA All-around barter gluttonous suite-level integration.

This account ability be decidedly applicative for barter that added are activity the burden of accomplishing business in a circuitous all-around accumulation alternation area ascent busline costs accept a aloft appulse on business achievement and profits. To that end, back the EXE accretion in 2004, the bell-ringer has delivered a swath of warehousing enhancements ambidextrous with authoritative compliance, affiliation with ERP analogue products, accident management, radio abundance identification (RFID), articulation interface, and so on. Thus, SSA WMS (Warehouse Administration System) 2000 5.5 and SSA WMS 4000 3.10, both from aloft EXE, accommodate a bigger user interface (UI), as able-bodied as acquiescence and barn operations facilities, with some industry-specific capabilities. Meanwhile, SSA TMS (Transportation Administration System) 6.2, bolstered by new development back the Arzoon acquisition, provides added functionality for all-embracing air burden transactions.

The arrangement of enhancements slated for 2006 (for example, beachcomber planning, agent-based arrangement accomplishment execution, activity and assignment management, accident management, and a multiwarehouse afterimage platform) is no beneath absorbing (see SSA All-around finds Little Known SCM Gems in Filling Out its Band-aid Portfolio and Who Needs Warehousing Administration and How Abundant Thereof?). All these enhancements appear with the abstraction that users access added acumen into their customers' demands to bigger bout accumulation with accessible product, based on absolute demand-driven accumulation alternation and assembly operations ideas.

SSA has afresh had able drive and amoebic growth, abnormally in the WMS arena: sales of WMS Solutions grew in 2005 from 2004 levels, to now ability EXE's aiguille acquirement levels of 2001. Acting as a stand-alone, best-of-breed SCE supplier rather than an ERP supplier, globally SSA All-around has been regaining cogent chump share. Basically, by closing able-bodied over 100 cogent chump affairs with WMS solutions in 2005 (with added than bisected involving cast new accounts), the bell-ringer may be dehydration any abiding perceptions that it is a simple ERP scavenger. In fact, compared to the pure-play WMS leaders, Manhattan Associates and RedPrairie (including afresh acquired MARC Global), SSA All-around is added global, back a lot of of its SCE barter appear from alfresco North America. As for industry segments, retail and broad administration was the better vertical for SSA Global's high-volume WMS transactions, with busline and acumen getting the second-largest vertical.

It is absorbing to agenda that the Infor accumulation alternation planning (SCP) accumulation is acting in a agnate manner, affairs to several of its ERP install bases aural all geographic regions. The accumulation currently has estimated anniversary revenues of $35 actor (USD), added than 135 employees, and over 450 customers”more than 75 percent of these barter accept appear from a aggressive chump abject (meaning that alone one analysis of these accept appear from an Infor ERP artefact instance). SCP modules featuring industry focus and abysmal area ability cover account planning and bushing (including cardinal account planning and account optimization), appeal planning (including appeal forecasting and book analysis), accumulation planning (including accomplishment planning and accumulation optimization), assembly scheduling (including action and detached accomplishment scheduling), administration planning (including deployment and administration optimization), and sales and operations planning (S&OP) (including S&OP advertisement and accumulation alternation optimization).

Somewhat differing from SSA Global's absolute aggregation of products, Infor's "assembler" action for its aloft business units (discrete accomplishment [automotive, automated accessories and machinery, high-tech and electronics, metal fabrication, and so on]; action accomplishment [food and beverage, specialty chemicals, pharmaceuticals, activity sciences, and the like]; and broad administration for abiding appurtenances [paper, accouterments and heating, automated supply, architecture materials, electrical supply, and so forth]) is to access solutions and to brush off the abeyant "superbreed" modules, which it can again advertise to users of its own ERP solutions as able-bodied as of added ERP solutions, while not accident afterimage of the vertical focus. Also, the aggregate area ability and some acquired best-of-breed articles will be (or already accept been) adapted into evolutionary superbreed articles for use beyond assorted divisions.

The best example, in accession to the aloft anew formed Infor SCP analysis (which stems from the SCT Action and Mercia acquisitions), is the SupplyWEB accumulation bushing artefact for automotive suppliers, which has already congenital the best functionality from aloft Future Three and Brain (see The Affliction and Gain of Chip EDI Part Two: Automotive Suppliers Gain), and which has meanwhile been rewritten in Java and is accessible for all ERP products. Added examples cover the Infor eCommerce (formerly bizLinx), eStorefront, and eCatalog articles from the Infor administration division, and VISUAL WMS, from aloft Lilly VISUAL.

As a result, Infor has been able to accommodate the aggregate industry-specific functionality and adeptness of the articles and humans it assembles, as exemplified by Infor .NET's accessible Center of Excellence which will accompany the armament of the aloft Lilly VISUAL and MAPICS SyteLine artefact development teams in the detached accomplishment unit. Consequently, VISUAL WMS is getting offered to Infor SyteLine customers, initially as a account offering, admitting the VISUAL Quality Administration bore is to be offered to both Infor SyteLine and Infor XPPS (formerly Brain XPPS) customers. As an absolute entity, MAPICS had already affiliated the SSyteLine CRM artefact to Infor XA (formerly MAPICS XA), able-bodied afore its accretion by Infor; this artefact will anon be awash to the aboriginal Infor COM users and afterwards to Infor VISUAL users. The accessible accounting and trading administration artefact ACmanager is advancing as a new all-around superbreed product, calm with eStorefront (from the administration group) for SyteLine and COM, and the added appeal planning artefact Mercia Links for XA, SyteLine, and COM. The bell-ringer is aswell currently allegory the accessible artefact candidates for superbreeds in achievement management, PLM, and CRM.

Over the endure 12 months, Infor claims to accept acquired about 1,000 name customers, mostly as a aftereffect of the aloft superbreed articles and the COM (primarily in Europe), SyteLine (globally), and VISUAL (primarily in North America) ERP articles (VISUAL's new authorization sales reportedly rose 50 percent year over year in the aboriginal two abode afterwards the acquisition). Users are assuming aplomb rather than alarm afterwards the new owner's appearance. The automotive area has been a decidedly acknowledged vertical for Infor: a appear 73 percent of bank one and two automotive suppliers were already application Infor solutions, breeding $80 actor (USD) in revenues. Added areas focused on by Infor are broad administration and the make-to-order (MTO) detached accomplishment business, as able-bodied as action manufacturing, including chemicals, and aliment and beverage, which will be abundant later.
Not to be absolutely outdone by Infor if it comes to vertical focus, SSA All-around has been abacus industry-knowledgeable humans to its business teams, to accord to carrying solutions acclamation assertive chump needs or affliction points. The bell-ringer will not body altered artefact versions for altered vertical industries (this is in adjustment to advance the artlessness and capability of the two amount ERP applications, which will assemble assorted product, multi-code anatomic footprints), but will rather bear alternative affection packs tailored for assertive industries. Needless to say, one would apprehend barter to administer them as a amount of course. Account packs are not alternative (in that they actual bugs), but a lot of artlessly cycle up a amount of antecedent changes. Conversely, some affection packs may accommodate added appearance for one industry than another, and it is absolutely accessible that SSA All-around ability barrage a affection backpack for one industry, followed by a affection backpack for accession industry. That, forth with the angle that success breeds success, has contributed to the actuality that about 10 percent of SSA Global's absolute revenues currently comes from new licenses (although not necessarily from as abounding new name accounts as in Infor's case).

Microsoft Paints CRM Landscape On Lately A 'Still Nature' Business Applications Scenery

On July 11, Microsoft Corporation (NASDAQ: MSFT), the largest software company in the world, fleshed out the contents of its recently pre-launched Microsoft Customer Relationship Management (Microsoft CRM) offerings for the mid-market, together with an indication of pricing. Earlier this year, the company indicated that it planned to deliver a CRM solution specifically aimed at medium-sized organizations (see Microsoft Throws .NET At SMEs, With CRM As Bait), having already made strides in this prospective and underserved area of business application software, with the April 2001 consummation of purchase of former Great Plains Software at the end of 2000 (see Microsoft And Great Plains - A Friendship That Turned Into A Marriage) and a recent announcement of purchase of Navision Software (see Microsoft 'The Great' Poised To Conquer Mid-Market, Once and Again).

The presentation featured David Thacher, general manager of customer relationship management (CRM) at Microsoft Business Solutions (MBS), the new name for the combined Microsoft division, which includes Microsoft Great Plains, Microsoft bCentral, and Navision a/s businesses. Thacher spoke about the upcoming release of Microsoft Customer Relationship Management (Microsoft CRM), a solution developed for mid-market businesses. He also explained Microsoft's overall CRM strategy, its value proposition, Microsoft's ongoing support for partners and resellers, the strength of the MBS channel, and the increasingly important role of Web services in the CRM industry. Thacher pointed out that .NET facilitates the easy connection of systems and enhances solutions with external Web services such as credit checking, analytics and marketing automation services that extend the core functionality of Microsoft CRM.

The Microsoft CRM demonstration focused on the solution's tight integration to Outlook and Microsoft Business Solutions' business applications, and attempted to show how easily customers can use and customize the solution. Microsoft CRM complements (and possibly overlaps with) a plethora of Microsoft's other CRM offerings for small and medium-sized businesses, including bCentral Customer Manager and DealerPoint, Microsoft iCommunicate, Microsoft Great Plains eEnterprise Field Service, Microsoft Great Plains Solomon Field Service and Great Plains Siebel Front Office. Likely the most prominent amongst these would be Microsoft Great Plains' CRM functional offering, provided by an interface with Siebel Systems and called Great Plains Siebel Front Office (SFO). It was aimed mostly at companies that were existing users of Great Plains' enterprise systems, such as Solomon or eEnterprise, and it provided field service, and lead and contact management with an element of connectivity to those back-office systems.

Microsoft CRM solution will be used as a standalone product or integrated with Microsoft Business Solutions' Microsoft Great Plains business applications: Dynamics, Solomon and eEnterprise and eventually Navision Attain and Axapta. Its expected availability in North America is in the fourth quarter of 2002 (it will be available for beta test from August), while the availability outside of North America will be phased and is expected to begin in the first quarter of 2003. It will be sold and implemented through MBS' reselling partner channel, and partners and Microsoft Great Plains' award-winning customer support team will provide support.

The solution will be available on-premise or as a hosted solution through select partners. The software will be accessible either through a browser or through Outlook, and businesses will also need either Windows 2000 or Windows NT Server software, as well as the SQL Server 2000 database and Microsoft Exchange and Active Directory in order to use the e-mail and messaging functions.

Microsoft CRM will have a straightforward yet flexible licensing model that allows companies to purchase what works best for them. They may choose among Sales, Service or Suite licensing at Standard or Professional levels of functionality. The main difference between the two levels is that the Professional edition will offer more elements of workflow and integration with back-office applications than the Standard package. The capabilities have been designed specifically with small organizations in mind, from 25 to 500 employees, having 15 to 150 concurrent CRM users. Microsoft CRM carries a pricing model designed to encourage companies that previously considered CRM systems unaffordable to start systems and expand them as their businesses grow. Pricing for Microsoft CRM ranges from US$395 per user plus US$995 for the server for the Standard Sales level to US$1,295 per user plus US$1,990 for the server at the Professional Suite level.

Earlier in June, as a part of rounding out of its CRM strategy, then Microsoft Great Plains Business Solutions and Crystal Decisions Inc., a privately held provider of information management systems, announced that Crystal Decisions will provide the reporting, analysis and information delivery capabilities within Microsoft CRM. The new OEM and reseller agreement will give Microsoft CRM customers access to Crystal Enterprise to gain insight into their customer data, identify high-value opportunities, predict short- and long-term revenue, and distribute information across their organization for better decision-making. Crystal Enterprise enables businesses to access data from virtually any data source or application, analyze it, create a report, and share the information with employees, customers and partners.

Tightly integrated with Microsoft CRM, Crystal Enterprise should deliver insight into customer data through a combination of operational and analytic reports, enabling companies to understand what is happening in their customer base and why. The agreement includes an OEM component through which a version of Crystal Enterprise, called Crystal Enterprise for Microsoft CRM, would be installed by default at no additional cost, providing customers with the ability to view, filter, print and export 125 predefined reports. The agreement also includes a worldwide reseller component through which Microsoft will resell enhanced Crystal Enterprise for Microsoft CRM licenses (for customers seeking to customize existing reports or create new reports), Crystal Reports Standard (with a custom data driver for Microsoft CRM), and other Crystal Decisions offerings, such as training and support, through its value-added reseller channel.

Also on July 11, Microsoft announced that it has completed the acquisition of Navision Software a/s as a result of the successful close of the tender offer. Microsoft expects to purchase Navision's shares for approximately US$1.45 billion in stock and cash. Including the purchase of Great Plains in 2001, Microsoft has forked out more than $2.5 billion to become a major player in the SME applications market.

As a result of the acquisition, originally announced on May 7, 2002, Navision will become part of Microsoft Business Solutions, which will be led by Doug Burgum, senior vice president of Microsoft and former chairman and CEO of Great Plains. Navision co-CEOs Jesper Balser and Preben Damgaard will remain with Microsoft Business Solutions. Balser will become director of global strategy, and Damgaard will become director of Europe, Middle East and Africa (EMEA) operations. The EMEA operations will be based out of Navision's corporate headquarters in Vedbaek, Denmark. MBS will continue to develop, market and support Navision's business applications. These applications — Microsoft Navision Axapta, Microsoft Navision Attain, Microsoft Navision C5 and Microsoft Navision XAL — join the portfolio of products currently offered by Microsoft Business Solutions. The MBS' focus going forward will likely be on rationalizing and defining the future of its product portfolio and value-added reseller (VAR) partner network.

Maximizer Enterprise 8: A Strong Competitor on the SMB Front Line

Maximizer Software Inc. is a provider of customer relationship management (CRM) and contact management solutions designed for small to medium enterprises. A worldwide organization with business partners and offices in the Americas; Europe, the Middle East, and Africa (EMEA); and the Asia Pacific, the company once known as Multiactive Software Inc. launched and shipped Maximizer Enterprise 7 in early 2002. Two years later, with the successful execution of a sales growth strategy, the company has adopted the Maximizer brand as a corporate name, as well as a new ticker symbol, and they have introduced version 8, a more enhanced version of Maximizer Enterprise. Even though a large portion of Maximizer Software's current customer base is between 25�50 users, Maximizer Enterprise 8 can also serve the needs of larger organizations. The installed customer base currently includes leading companies such as Siemens, Ipsos-Reid, Nestle Clinical, Ericsson, HSBC, Singapore Airlines, and the Bank of New York.

Maximizer Software's modus operandi is contingent upon the software's user-friendliness, ease of installation, and affordable pricing with license price tags between $499 and $699 for the CRM and eCRM suites; as a Canadian company, Maximizer's policy is to price the product offering in Canadian currency locally, and in USD internationally. Maximizer Software covers the spectrum from the needs of small- and medium-sized businesses, to divisions of large enterprises with two different products: Maximizer Enterprise 8 (the complete CRM package), and Maximizer 8 (the contact manager). Maximizer Enterprise 8 is available in two flavors: the CRM suite that uses a traditional Windows client and an e-CRM suite that relies on browsers. TEC has recently reviewed the Windows-based Microsoft SQL enterprise version and found that it offers a comprehensive array of functionality covering areas such as sales force automation, marketing, customer service, and e-commerce. For over a decade, Maximizer Software has been renowned for its affordable, small business-oriented sales force automation tools. Today, Maximizer Enterprise 8 is a full CRM offering, capable of covering a much broader spectrum of business needs. Peter Callaghan, Vice President of Sales and Marketing at Maximizer Software cites Maximizer Enterprise 8's five key success factors that satisfy customer wants: affordability, fast results, magnetic user interface, integrated suite, as well as powerful administration and a modern architecture. Callaghan says that Maximizer Enterprise 8's offering overall represents the lowest total cost of ownership (TCO).

The company has maintained a very aggressive pricing strategy to gain market share and, according to Callaghan, both the �Maximizer" contact manager and the "Maximizer Enterprise" CRM package represent the best prices for out-of-the-box solutions." Maximizer 8�s contact management solution includes an account manager, opportunity tracking, and an e-store manager and is sold at the retail price of $199. The CRM suite is offered under $500, while the e-CRM suite is only $200 more.

Maximizer Enterprise 8 is an integrated CRM suite with functionality encompassing direct and indirect sales, customer service, and marketing processes. In other words, all the modules are sold together out-of-the-box. Like version 7, Maximizer Enterprise 8 is based on a SQL database that supports both Microsoft and Pervasive SQL, which allows larger workgroups to collaborate.

Improved features in Maximizer Enterprise 8 include Microsoft. NET platform; analytics and reporting features that use Crystal Reports; improved workflow automation using the KnowledgeSync workflow engine; and a QuickBooks accounting link.

TEC has reviewed the sales, marketing, and customer service components of the CRM suite offering and how its features and functionalities might respond to company requirements in accounts, opportunities, marketing campaigns, and customer care management. Below is a summary of TEC's findings.

The Sales Module

An order and inquiry feature presents users with a comprehensive space to process customer orders or inquiries, in addition to accessing a product catalogue with an automated price per item listing. In the OrderDesk view, users can filter customer orders and inquiries based on types. Orders are individually processed and a multicurrency drop down menu includes an exhaustive list of international currencies. However, the summary listing on the order desk doesn't appear to convert this part of the order and this view lists the order currency as dollars.

In creating inquiries, users can filter these and distinguish them from orders, in addition to replying to clients or forwarding inquiries to other employees for follow up. The inquiry function could be improved with a drill down to customer details. To reach the customer detail and access customer information, the user is forced to change the screen to the address book.

A 360� degree view provides information on all customers with related contacts and activities, history, notes, opportunities, and logs, which can also be filtered from a drop down menu. This view provides plenty of information, but due to a lack of sufficient space, the navigation can become slightly confusing.

From task creation to opportunity definition, the sales module enables users to proceed with their daily activities following preset sales strategies for team selling. Opportunities are shown and scrutinized in a variety of ways. The product is bundled for business intelligence reporting with Crystal Reports and while there are a myriad of report choices that display information, including showing and scrutinizing opportunities, the industry standard sales funnel graphical display is not available.

The Marketing Automation Module

The marketing automation is a wizard-based module with functions to create both traditional and automated campaigns. The "Campaign Opened Email Trackingg URL" feature tracks the number of e-mails that are opened under an automated campaign and the "Campaign Redirect URL" feature tracks the number of customers that hit the web site in response to an automated campaign URL. This is a valuable feature because it allows marketing professionals to closely monitor the results after a campaign and facilitates return on investment (ROI) calculation. The solution also complies with both US and Canadian public privacy acts by having a remove subscriber URL used to unsubscribe customers from an automated e-mail campaign and a "do not solicit" field that can be updated in the customer detail screen. Campaigns are created around teams for which campaign designers can assign roles and automatically distribute work to different members of the team. All roles are associated with relevant process steps and are assigned to work team members. However, in order to do this, the user must navigate through a multitude of unrelated screens.

The customer service module allows customer cases to be created and resolved by referring to similar cases and their solutions in a searchable knowledge base. However, the navigation requires the user to exit the case context and review similar cases and case solutions in the knowledge base sub-module. Some workflow automation is already built into the module, which is particularly suited for a customer service unit where rules regarding case resolution can serve to reinforce escalations and notifications.

Maximizer Enterprise 8 is available with preconfigured reports, designed specifically to help customer service and support managers in monitoring overdue cases, in addition to providing case workload analysis and case queue analysis, which permit managers to optimize and monitor the productivity of their customer service reps. Customer support issues can be tracked more efficiently via the generation of trouble tickets. Maximizer Software feels this makes it easier for customer service representatives to find the information they need to more quickly respond to customer questions.

Additional Components

Maximizer Enterprise 8 also comes with KnowledgeSync, which automates responses to critical business activities. KnowledgeSynch was created by Vineyardsoft, the provider of Maximizer Software's workflow automation engine, and this appears to be a popular choice among other CRM solutions such as GoldMine, SalesLogix, and Siebel.

Maximizer Enterprise 8 is also available as an e-CRM suite providing accessibility to employees, suppliers, and customers through specialized portals. These portals appear identical to the Maximizer Enterprise 8 desktop interface and employees therefore have only to learn one application. These portals are built on .NET technology and supported features include viewing all address book information; adding notes and tasks; viewing all aspects of opportunities; and viewing, adding, and making modifications in the address book or hot list, as well as a host of configuration capabilities.

A part of this new release includes an improved QuickBooks accounting link where users can create quotes, invoices, and view a customer's credit history. The link can be configured locally as well as through a client/server mode. Users are not required to be licensed QuickBooks users.