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An Update on the SaaS Rule of 40
"The big question around the Rule of 40 is: when should companies start to target it? A superstar like Elastic had 76% growth and 8% FCF margin so a R40 score of 84% at its spectacular IPO. However, Avalara had 26% growth and -28% FCF margin for an R40 score of -2% and its IPO went fine. Ditto Anaplan."
metrics  saas  uncategorized  burn  rate  cash  growth  vs.  profitability  rule  of  40 
2 days ago by jonerp
IBM Red Hat: Reading the tea leaves
"Reading the tea leaves, though I wonder if this signals

a) The end of another hype cycle for AI?

I saw a recent Fortune issue which was all about AI and I wondered if that is a signal of the peak of the current AI hype cycle. BTW, we are going through the 4th or 5th hype cycle around AI. They appear and disappear every decade or so. As I wrote in Silicon Collar"
business  featured  posts  bluehat  cloud  computing  ibm  redhat  saas  silicon  collar 
12 weeks ago by jonerp
Infor’s Vertical Journey
I am going to Inforum this week and am going to try and see what “books of record” major hospitality companies have adopted from Infor. I am also going to try and find out which are anchoring their digital transformations around Infor products. I travel a fair amount and must admit I do not see Infor (or other ERP competitors) show up as strategic vendors for too many in that industry."
featured  posts  technology  software  cloud  computing  saas 
september 2018 by jonerp
The Three Types of Customer Success Manager
"The art of setting up the right Customer Success Model is to clearly map out the sales and CSM roles (who does what), define the appropriate frequencies (how often do they do it), and then put the right people in the right roles — both to maximize job satisfaction as well as performance [4] [5]."
churn  csm  customer  success  saas  sales  model  uncategorized 
september 2018 by jonerp
What is the Difference Between an Application and a Platform and Why it Matters?
"Unfortunately, there are a number of reasons why SaaS vendors struggle to make the transition to platform vendors. First, it time-consuming and resource intensive. While investing in a platform and its associated services open up an opportunity to clean up technical debt, fixing architectural issues “under the covers” are typically less exciting that new features that generate more excitement from customers, partners and analysts."
featured  posts  technology  software  aws  cloud  computing  microsoft  azure  platform-thinking  saas 
september 2018 by jonerp
Dancing with Salesforce: Make Sure to Stay in Step
"Customers should keep Salesforce’s recent actions in mind as they prepare for their renewals. By anticipating these tactics, customers can shift the focus of these preemptive renewal conversations to what matters to them, the customer, and away from what matters most to Salesforce. Customers should set the agenda for these renewal discussions to ensure the conversation is productive and focused appropriately"
contract  negotiations  salesforce.com  cloud  agreements  renewal  licensing  negotiation  saas  salesforce  sfdc 
august 2018 by jonerp
Tis the season for software lawsuits
"I want to see how Teradata attorneys can succinctly explain arcane optimization algorithms to a jury. Also how they refute SAP’s considerable prior art when it comes to analytics – their three tier architecture in R/3 which allowed it to support multiple databases and understand how users access certain fields more than others , Business Warehouse going back to 1997, its Business Objects acquisition in 2007 and its Sybase acquisition in 2010 and many other elements. In The New Polymath, in 2010 I had written about work at the Hasso Plattner Institute in Pottsdam which I believe was the genesis for what became HANA. Not saying one side has more merit than the other, but it will mean looking at a lot of documentation to say who developed what and when before the other did."
business  featured  posts  cloud  computing  enterprise  software  (ibm  industry  commentary  microsoft  oracle  saas  sap 
august 2018 by jonerp
FinancialForce Leverages the Power of the Salesforce Platform
"Beyond the Lightning Experience, the Salesforce Platformmakes it possible to quickly and easily deliver microservices in any development language, including Ruby, Java, JavaScript, C++, Python, and Node.js. The result is a “Lego-like” component that can be easily plugged into FinancialForce as an extension without mucking around in the source code of the application, extending the functionality with minimal disruption."
uncategorized  cindy  jutras  cloud  erp  financial  accounting  software  financialforce  mint  platform  as  a  service  psa  saas 
june 2018 by jonerp
I Got Catfished By A Candidate: The True Story and How to Keep It From Happening to You
"In the case of our Catfish, who applied for an AE role, we hit it off fantastically over the phone. Plus, he worked at a previous company that I worked for—which was a win and made me feel comfortable with his candidacy right off the bat. After the phone screen, we brought him back into the office to meet with the team. He impressed each interviewer with his knowledge and passion for the brand, his sales acumen, outbound hunter mentality, and overall presence."
startup  lessons  hiring  &  operations  saas  startups 
may 2018 by jonerp
The next stage of the ServiceNow rocket
"That is actually a major opportunity. Most cloud vendors have shortchanged vertical processes as I have written here and many other places. By extending its platform into vertical processes and through some targeted acquisitions, ServiceNow could open up coverage of a lot of white space. For now, horizontal processes offer plenty of runway."
business  featured  posts  cloud  computing  saas 
may 2018 by jonerp
NetSuite under Oracle: a progress report
"The reality is the verticals NetSuite and its cloud ERP and CRM peers have developed “books of record” for leave massive sectors such as utilities, insurance, hospitality and healthcare mostly untouched. That’s a lot of white space for new entrants to target."
business  featured  posts  technology  software  cloud  computing  saas 
april 2018 by jonerp
SaaS Matters: Key Caveats for SaaS Contracting
"In these cases, enterprises should challenge their various SaaS vendors to include the ability to scale up and down as needed during the term of the Cloud subscription agreements. That means, as usage decreases, SaaS vendors should provide the customer the ability to reduce the commitment to align with actual need at that point in the term, with a corresponding reduction of the fees or a credit towards future usage."
cloud  contract  negotiations  uncategorized  agreements  microsoft  on-premise  oracle  saas  salesforce  sap  servicenow  workday 
april 2018 by jonerp
15+ of The Top Sales & Marketing Mistakes SaaS Startups Make
"Recently I assembled my “Top 15” list of Sales & Marketing mistakes SaaS startups make as things start to take-off. We’ve touched on quite a few of these before on SaaStr (will link to them), but I thought this might be a helpful checklist to challenge your thinking at a minimum."
startup  lessons  1  -  stage  2  topic  early  getting  going  saas  startups 
february 2018 by jonerp
Microsoft Business Applications Analyst Forum – a scorecard - by @dealarchitect
"The event was very well paced and covered wide ground with slides, panels and demos. From a business process perspective, CRM dominated especially with recent moves with LinkedIn and partnering with Adobe. That was understandable because the audience was heavily skewed towards CRM analysts."
business  featured  posts  cloud  computing  enterprise  software  (ibm  industry  commentary  microsoft  oracle  saas  sap 
february 2018 by jonerp
News Analysis - Oracle wants to make the whole cloud stack autonomous - by @holgermu
"MyPOV – When Ellison announced the self-autonomous database at Oracle OpenWorld in fall 2017, something was missing: The application of the same principles to the overall technology stack. After all – what is an autonomous database good for, when it gets compromised by network security issues that do not have the benefits of autonomous capabilities. So, this is a key follow up announcement."
ai  autonomous  cloud  constellation  research  holger  mueller  iaas  machine  learning  nextgen  apps  oracle  paas  saas  self  driving  architecture 
february 2018 by jonerp
Kenandy Customers Find a New Home With Rootstock - by @erp_cindyjutras
"So, given the similarities between the two, this begs the ultimate question regarding products moving forward: Will the resulting combined company continue to develop, maintain and support two distinct products? And should it? Mr. Garrehy has already made it clear that the Kenandy product will live on, and has further speculated that the combined company will likely have two distinct product lines, serving at least somewhat different markets. While not cast in stone, perhaps the Kenandy ERP will move in the direction of light manufacturing and distribution, while the Rootstock product will support heavy-duty, more complex manufacturing."
erp  acquisition  cloud  distribution  kenandy  m&a  manufacturing  mint  jutras  rootstock  saas  salesforce  platform  supply  chain 
february 2018 by jonerp
Market Move - SAP acquires Callidus - More Sales Effectiveness in the Back Office of the Front Office - by @holgermu
"SAP hasn’t been on the 1B+ acquisition path since 2014, and at the same time is building out its next generation ERP offering with S/4AHANA. SAP seemed to be on an organic build out path of capabilities, so the more (or less) was the surprise that SAP stepped back into acquisition mode, acquiring Dublin, CA based Callidus Cloud (Callidus going forward here) for 2.4B US$."
acquisition  callidus  cloud  constellation  research  crm  erp  holger  mueller  market  move  nextgenerp  oracle  paas  saas 
january 2018 by jonerp
Enterprise Software Platforms have underperformed - by @dealarchitect
"My relative disappointment with enterprise platforms is one reason I was one of the few analysts who was not clamoring for Workday to open up its own platform. It did last year and I hope they set ambitious goals for partners who develop on its platform – make sure they are well funded, go after massive and underserved markets across verticals and geographies."
featured  posts  technology  software  cloud  computing  enterprise  (ibm  microsoft  oracle  saas  sap 
january 2018 by jonerp
SAP: When you come to a fork in the road, Take it! - by @dealarchitect
"Even though its cloud acquisitions – SuccessFactors, Ariba, hybris, Concur etc – were not cheap, they have helped keep SAP competitive on this side of the pond. With what we have seen in the first couple of years of S/4HANA the ship is tilting back to the on-premise world. Oh sure it promises three options – public cloud, private cloud or on-premise but the public cloud option is a tiny portion of the deployments."
featured  posts  technology  software  cloud  computing  enterprise  (ibm  microsoft  oracle  saas  sap 
january 2018 by jonerp
Two decades of HR Tech - by @dealarchitect
"After my last book, Silicon Collar about automation, I get the sense HR is in for a huge change over the next few years. Automation via AI, robotics, drones, wearables – is changing the nature of work in every profession. We will see new job titles emerge we did not anticipate just a few years ago. More of the workforce will be on platforms, in franchises and other “extended enterprise” formats."
trends  &  concepts  cloud  computing  saas  silicon  collar 
december 2017 by jonerp
News Analysis - Microsoft and SAP join forces to give customers a trusted path to digital transformation in the cloud - by @holgermu
"
MyPOV – No surprise – Microsoft and SAP will drink their own champagne and use each other products / services… the emphasis on clear roadmap maybe some self-reflection on the fact that there has not been too much roadmap traction in the past 18 months. Good to see co-created and supported offerings and services – that’s what prospects and customers expect from both vendors when they partner."
azure  cloud  constellation  research  holger  mueller  iaas  microsoft  nextgen  apps  paas  partnership  s4  hana  saas 
november 2017 by jonerp
Win Rates, Close Rates and Milestone vs. Flow Analysis - by @kellblog
"Back to our original topic, the same concept comes up in analyzing win rates. Regardless of which win rate you’re calculating, at most companies you’re calculating it on a milestone basis. I find milestone-based win rates more volatile and less accurate that a flow-based SAL-to-close rate. For example, if I were building a marketing funnel to determine how many deals I need to hit next year’s number, I’d want to use a SAL-to-close rate, not a win rate, to do so. Why? SAL-to-close rates."
marketing  metrics  modeling  saas  sales  startups  uncategorized 
november 2017 by jonerp
Raising the Bar – for clouds, renewables and digital – Part 1 - by @dealarchitect
"Amazon started off very well, delivering price cuts just about every quarter. But now, managed services partners have jumped on the bandwagon and dilute its attractiveness. Salesforce is actually confirming its service partners make $ 4 to 5 for every $ 1 it charges. Not very comforting to customers who thought that went away with on-premise systems."
business  featured  posts  technology  software  cloud  computing  saas 
november 2017 by jonerp
News Analysis - Oracle Unveils New Programs that Transform how Customers Buy and Consume Cloud – Gloves Off - by @holgermu
"For the industry, its key to watch how well Oracle can move customers to cloud (or cloud at customer). For Oracle competitors, massive potential could disappear. As Constellation estimates that 30-40% of on premise systems are either Oracle systems, or systems so closely connected to an Oracle system – this is a key development to watch – to determine the overall move of the on-premise load to public cloud (the other one is the VMware / AWS partnership)."
aws  cloud  constellation  research  database  futurist  holger  mueller  iaas  oracle  paas  saas  strategic  advisor 
september 2017 by jonerp
3 Keys to Negotiating Successful Cloud Agreements
"In the SaaS category, vendors such as Salesforce.com have been quite successful in gaining significant market share in Customer Relationship Management (CRM) as organizations and their respective sales branches have often led with CRM to start their journey into the cloud. In the Human Capital Management (HCM) space, vendors such as Workday, SAP (through its acquisition of SuccessFactors), and Oracle (through its acquisition of Taleo) are aggressively pushing their cloud-based offerings to the market."
cloud  ibm  it  sourcing  oracle  salesforce.com  sap  workday  agreements  contract  negotiations  licensing  negotiation  saas 
september 2017 by jonerp
SuccessConnect- a higher calling? - by @dealarchitect
"What was less on display was the software. The sessions were long on slides and words, less on demos. Given that it was my first SuccessConnect, I asked a few “regulars” – analysts who come to the event every year. To a person, they used the word “transition”. SuccessFactors is being transitioned to leverage SAP’s assets."
featured  posts  technology  software  cloud  computing  enterprise  (ibm  microsoft  oracle  saas  sap 
september 2017 by jonerp
How AWS And Azure Competing Is Improving Public Cloud Adoption - by @louiscolumbus
"Only 37% of current Azure users expect to add or replace their Public Cloud provider, compared to 53% of current AWS users and 50% of GCP users. The study found that approximately 40% of respondents expect to add or replace their cloud provider in the next two years, compared to 43% who predicted that last year. Companies who have adopted Microsoft Azure are least likely to replace/add other vendors, as only 37% of current Azure users expect to add or replace, compared to 53% of current AWS users and 50% of GCP users."
business  featured  posts  amazon  aws  web  services  security  cloud  computing  landscape  louis  columbus'  blog  saas  early  adopter  research  economics 
june 2017 by jonerp
Manufacturing Is a Huge Opportunity for Cloud ERP - by @fscavo
"Today, there is no manufacturing cloud ERP provider with the size or scale of Salesforce.com or Workday. Contrary to popular belief, this is not because the opportunity is small. Manufacturing still comprises a large percentage of US companies and is an enormous opportunity for cloud ERP. This post outlines the challenges that cloud ERP providers face and what it will take for them to dominate the market for manufacturing systems."
erp  selection  acumatica  cloud  financialforce  hcm  kenandy  netsuite  plex  saas  salesforce.com  sap 
june 2017 by jonerp
Get Ready to Give Up on LinkedIn for Marketing - by @bobwarfield
Don't agree with some of the premises of this argument but the news is newsworthy

"They’re not doing much better than I am with LinkedIn. So, unless they’re large enough that’s it’s worth it to have someone manually posting to LinkedIn Groups, many of them (as well as countless other businesses) will just give up on LinkedIn."
saas 
june 2017 by jonerp
NetSuite to Leverage Oracle’s Global Resources and Reach - by @erp_cindyjutras
"While Oracle hopes to be the standard at corporate headquarters, NetSuite is trying very hard to establish its OneWorld product as that corporate standard in the operating divisions. But this places an added burden on the local solution to play nicely in a multi-national corporate setting. Mint Jutras has long been a fan of cloud solutions as an enabler of growth, particularly when it comes to expansion beyond national boundaries. And yet cloud alone isn’t enough. Not only might you have multi-language requirements, but also the solution must be localized to meet the tax and regulatory requirements of the new location. And finally, you need special functionality to handle multi- company financial and operational needs once you establish multiple legal entities."
uncategorized  cindy  jutras  cloud  digital  economy  erp  global  globalization  mint  netsuite  oracle  saas 
may 2017 by jonerp
Enterprise Cross-currents observations from this years event season - by @dealarchitect
"We have way too many new-age software products with core finance capabilities or those offering support for services businesses and hardly any for all variety of “books of record” for other industries. Utility billing, retail merchandising, electronic medical records in healthcare, travel reservation engines and countless others have been ignored by most software vendors as they develop their next-gen products."
featured  posts  technology  software  cloud  computing  erp  industry  commentary  microsoft  oracle  saas 
may 2017 by jonerp
Oracle’s Cloud Journey… Accelerated - by @erp_cindyjutras
"However, in order to meet its goal of being the first to reach $10 billion in cloud revenue, it will have to continue its momentum of adding new customers, but will likely need a good portion of that revenue to come from transitioning its own on-premise installed base to the cloud. Before that happens, those customers will need to see the value of the move and be confident that Oracle is the best choice to get them there."
erp  cloud  daas  iaas  larry  ellison  mark  hurd  mint  jutras  netsuite  oracle  paas  saas  software  as  a  service 
may 2017 by jonerp
SapphireNow – is SAP poised to lead the industry again? - by @dealarchitect
"I also did not like Plattner announcing in his keynote S/4 is “basically done” or the fact that he said some bloggers had confirmed to him he was correct. Not this blogger – to me S/4 is where R/3 was in 1995. As we saw over the next decade, SAP (and other ERP) vendors had to expand functionality in CRM, SCM, EAM, BI and many other categories. SAP also had to launch a wide range of IS, industry solutions."
business  featured  posts  technology  software  analytics  big  data  cloud  computing  enterprise  (ibm  microsoft  oracle  saas  sap 
may 2017 by jonerp
Don’t Start a Customer Relationship with a Lie - by @kellblog - on "free" trials etc
"If you put a Free Trial button on your website, when I press it I expect to start an online process to get a free trial — not get a form that, once filled, replies that someone will be in touch. That button should be called Contact Us, not Free Trial."
crm  okr  saas  startups  strategy  venture  capital  15five  7geese  betterworks  goals  mbo  objectives 
march 2017 by jonerp
Are Digital Technologies for Everyone? - by @erp_cindyjutras
"The risk I face is overlooking something that will make a significant impact. The risk my nephew faces is spending too much for too little real value… while perhaps becoming stupid and lazy. But there is hope for both of us. I did invest in a video doorbell this past year, resulting in improved security. Not to mention the fact I actually know when someone is at the door even though my hearing isn’t what it used to be. And my nephew never runs out of milk now and still saved enough money to renovate his kitchen, increasing the resale value of his home."
erp  analytics  cindy  jutras  cloud  digital  transformation  iot  mint  saas 
march 2017 by jonerp
Content Marketing Isn’t Marketing Content - by @ross
"For example, when at SlideShare I developed customer stories with a simple model. I’d have the customer agree to 1 one hour call and follow up by email. On the call I’d have a writer with a journalism background join and I’d ask a standard set of questions about the company, problem, solution and benefit. After the call I’d discuss with the writer the story we want to tease out and most important quotes. The draft blog post was shared and approved with the customer."
business  featured  posts  content  marketing  demand  generation  demandfest  saas 
march 2017 by jonerp
The Evolution of Marketing Thanks to SaaS - by @kellblog
"Tomorrow, as more marketers will be measured on the health of the overall ARR pool, they will be focused on cost-effectively generating not just opportunities-that-close but opportunities that turn into the best long-term customers. (This quadrant helps you do just that.)"
ipo  management  marketing  saas  startups  strategy  venture  capital  conversion  rates  evolution  funnel  leads  ltv 
february 2017 by jonerp
Does Oracle’s Acquisition Mean More, More, More for NetSuite? - by @erp_cindyjutras
"While there may have been some initial trepidation, particularly from NetSuite customers who specifically chose not to purchase a solution from Oracle, it would appear that Oracle is intent on allaying those fears. By operating the acquired company as a global business unit, it preserves the perceived value of NetSuite as a pioneering SaaS vendor."
uncategorized  cindy  jutras  cloud  erp  mint  netsuite  oracle  saas  smb 
january 2017 by jonerp
Is SAP Still in SMB Stealth Mode? Watch Out, Changes are Looming
"But this is not a “one size fits all” solution. SAP also offers SAP Business One and SAP ByDesign. Up until recently, it also marketed Business All in One, but in fact that was/is not a separate product. It was a version of SAP ERP packaged with industry templates and best practices, purportedly designed to simplify the implementation, thereby making SAP ERP more digestible for the mid-market. Because it was essentially the same product but with a different name, it also added some confusion. SAP appears to be backing away from that branding. I think that is smart. Can SAP S/4HANA work for this midmarket? The answer is yes, particularly where that smaller, midsize company is a division of a large enterprise that has standardized on SAP solutions. But these will be the exceptions to the rule."
uncategorized  analytics  business  bydesign  one  cindy  jutras  cloud  digital  transformation  erp  mint  saas  sap  smb 
december 2016 by jonerp
First Take - AWS reInvent - 1st Keynote - AWS enters the hardware business - and much more - by @holgermu
"On the concern side, AWS has an issue of riches. With growing new capabilities from 700 to 1000 year over year - it is a lot for customers, prospects and partners to digest. I asked Jassy in Q&A and it is clear that AWS - at least for now - is not concerned about this. Architects help customers to walk through the challenge to find the right services for their use case is the answer."
amazon  aws  cloud  constellation  research  digital  disruption  transformation  futurist  holger  mueller  iaas  paas  reinvent  saas 
december 2016 by jonerp
SaaS Economics, Competitive Moats, And Interrogatory Configuration - by @infullbloomus
"Doing all of this at the same time produces IMO the secret sauce of true SaaS economics and, in doing so, creates an enormous competitive moat for vendors who can’t achieve this. Enter Interrogatory configuration, my recommended approach to creating this moat and the really important and related benefits for both vendor and customer."
enterprise  software  preferred  architectural  behaviors  saas 
october 2016 by jonerp
Aligned to Achieve: A B2B Marketing Classic - by @kellblog
"Aligned to Achieve includes the word “transparency” twenty times. Transparency is required in the culture, in collaboration, in definitions, in planning, in the reasons for plans, in process and metrics, in data, in assessing results, in engaging customers, and in objectives and performance against them. Communication is the lubricant in the sales/marketing relationship and transparency the key ingredient."
marketing  saas  sales  startups  strategy  uncategorized  venture  capital  alignment  data  execution 
september 2016 by jonerp
Workday’s 8/24/2016 Earnings Call — Non-Financial Thoughts - by @infullbloomus
"I take a lot of teasing from my colleagues because of my emphasis on (some would say devotion to) some very specific design principles for enterprise software. One of these is interrogatory configuration. But what may have looked like foolish devotion to many is critical, in my view, to the vendor’s economics as well as to the customer’s sanity in the continuous implementation of true SaaS."
preferred  architectural  behaviors  saas  vocabulary  shapes  our  thinking  workday 
september 2016 by jonerp
Reflections on Six Years of Content Marketing in a Bootstrapped Startup - by @bobwarfield
"I owe my success to my ability to write software, but just as much if not more to my ability to do Content Marketing. It’s been my magic bullet, and it works something like this:"
saas 
september 2016 by jonerp
News Analysis - Workday, IBM Form Strategic Partnership on the IBM Cloud - The IaaS vendor race for SaaS load is on
"MyPOV – Describes well what is going – Workday ‘has adopted’ IBM Cloud (likely SoftLayer) but will become the foundation for Workday’s development and test environments. Development and test environments are usually of less interest to SaaS customers, but the cost of providing, provisioning and maintaining them is a large chunk of CAPEX for any ISV / SaaS provider."
coud  finance  futurists  hcm  iaas  ibm  cloud  saas  softlayer  strategic  advisor  workday 
august 2016 by jonerp
Oracle and NetSuite: Separate Fact from Speculation - by @erp_cindyjutras
"So… what do I think is the motivation behind this acquisition? I think it is mostly about cloud market share. Of course, this is my opinion, but Larry Ellison’s stated goal of being the first company to reach $10 billion in cloud revenue is a pretty good hint. A secondary factor may very well be the cloud DNA, so to speak, that would come with a company and solution born in the cloud."
erp  uncategorized  acquisition  cindy  jutras  cloud  m&a  mint  netsuite  oracle  saas 
august 2016 by jonerp
Musings - The Privacy Shield is real - what are the CxO repercussions? - by @holgermu
"The good news for enterprises is regulatory certainty - for now. It's a good time to check internal applications on compliance and have a conversation with your SaaS vendors on compliance. If an enterprises does not have data centers on both sides of the Atlantic - it's time to get them in place, or long term write off the business on the other continent."
cloud  constellation  research  data  protection  eu  holger  mueller  iaas  privacy  shield  saas  safe  harbor  security  usa 
july 2016 by jonerp
With Infrastructure Software, Go SaaS or Go Home
"SaaS fundamentally eliminates all major customer experience problems we’ve spoken about:

Bugs can be detected much faster and resolved globally across all affected customers.
Upgrades are “free” and happen magically behind the scenes.
Operating the solution is “free” and happens magically behind the scenes."
contributed  op-ed  top  stories  iaas  infrastructure  as  a  service  software  openstack  platform9  saas 
july 2016 by jonerp
Home Remodeling, Moving To SaaS, And Life Lessons - by @infullbloomus
"But this old fool will not be taken in again to this extent because the most important lesson relearned from this sorry experience is: at the very first sign that a vendor doesn’t cherish your business, so long before they’ve failed to deliver as promised, it’s time to end the deal. But let me take you back to the beginning of my sad little tale to demonstrate how the best laid plans of even an experienced project and vendor manager can lead her down the garden path of unmet expectations, failed delivery, vendor “divorce,” and starting over."
business  outcomes  enterprise  software  hrm  ksaocs  life's  challenges  saas 
june 2016 by jonerp
Selling Up in #SaaS. Not what it’s cracked up to be - by @sameerpatel
"Now, genius is marketing to and gaining share of voice in the C-Suite. Every single successful SaaS company has perfected this. You want the best influencers in your corner before you show up to the pitch. And you want to create that strategic headroom in your product messaging that allows your buyer to make an easy case for budget approval from her C-suite manager."
product  management  saas  and  cloud  selling  go-to-market 
june 2016 by jonerp
Top 10 Quotes from NetSuite’s SuiteWorld 2016 - by @erp_cindyjutras
"“Customization is not a dirty word at NetSuite.”

The caveat to this is obviously… as long as you can upgrade. NetSuite customers are all running the same code, yet all are a little different. One of the unique features of NetSuite’s platform (unique for a SaaS-only solution anyway) is the ability to make even complex changes to the data model with no negative impact."
erp  acs  606  business  process  automation  cindy  jutras  cloud  ecommerce  fms  ifrs  15  mint  mobile  netsuite  saas 
june 2016 by jonerp
Robotic Process Automation has now penetrated a third of enterprises - by @pfersht
"The overwhelming conclusion is that a large chunk of enterprises are actively implementing it, and 10% even claim to have full scale RPA platforms up and running (let’s not dwell too much on the finer points of defining RPA here – the bigger picture here is the obsessive widespread focus, testing and deployment of automation tools)."
2015  as-a-service  study  analytics  and  big  data  business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cognitive  computing  hfs  surveys:  all  our  survey  posts  hfsresearch.com  homepage  it  services  robotic  automation  saas  paas 
may 2016 by jonerp
Future of SAP and SuccessFactors Consulting 2016 – SuccessFactors Core HR, Payroll, Analytics, Platform, Concur (Part 2)
"I have no doubt we are we are still in the early innings of the multi year shift from client server OnPremise software (i.e. SAP HCM, Oracle EBS, PeopleSoft) to the next generation cloud based offerings (i.e. SuccessFactors, Workday, Oracle HCM Cloud) which Bill Kutik has done a great job of outlining in this article. SAP has been very aggressive over the past 5 years spending over 17 billion on acquiring cloud companies such as SuccessFactors, Ariba, Fieldglass and Concur and is now predicting that cloud and support revenue will overtake software by 2018."
sap  sapmentor  cloud  hcm  successfactors  erp  human_capital_management  analytics  sap_business_suite  payroll  hr  saas 
march 2016 by jonerp
A Deeper Look at Peer Networks - by @mfauscette
"There are several challenges in meeting the requirements listed above, beyond the obvious technical and design issues around the platform and the user experience. I will say that having a robust and advanced platform makes most of these other challenges easier at least"
business  models  modernization  networks  community  networked  saas  software  technology 
february 2016 by jonerp
Bad Advice on Free Trials from Marketers Who Should Know Better - by @bobwarfield
"I could not disagree more with his advice to eliminate or limit free trials to 14-days. He states it as an absolute to the point that, “he just doesn’t get” why anyone would be stupid enough to offer a 30 or 60 day trial."
saas 
february 2016 by jonerp
Buying Business Software - by @mfauscette
"Peer networks are a newer type of influencer resource and are gaining popularity. These fall into several types ranging from public social networks like LinkedIn, Twitter and Facebook; to community based peer review platform sites like my current employer, G2 Crowd (and in fairness several others that vary somewhat in approach but include TrustRadius, Software Advice, GetApp and Capterra)"
business  models  modernization  networks  collaboration  community  cx  decision  systems  networked  saas  social  web  software 
february 2016 by jonerp
SaaS Stocks: How Much Punishment is in Store? - by @kellblog
"The question is what are the equivalent numbers for SaaS companies? I think the norm range is 3.0 to 5.0x revenues and I think the floor is around 2.0x. That would suggest that in a bad case — despite all the recent carnage — there’s still 30% downside potential in SaaS stocks. And that’s not including the case where you think we’re in a macroeconomic situation such that the forward four-quarter revenue estimates drop, which would mean more downside potential on top of that."
saas 
february 2016 by jonerp
Progress Report - Oracle Cloud - More ready than ever, now needs adoption - by @holgermu
"Oracle remains the only cloud vendor stressing DaaS – Data as a Service capabilities. The future of enterprise applications is more than running software, but also allowing access to data sources that power next generation applications. Oracle has been adamant of DaaS being part of xaaS – right from the first cloud summit 2 years ago."
daas  iaas  nextgen  apps  hcm  nextgenapps  oracle  cloud  paas  saas 
january 2016 by jonerp
SAP SuccessFactors Professional Certification Level: What it means for customers and consultants - by @lukemarson
"While there is nothing wrong with having a junior or inexperienced consultant, the lead of a project should always have Professional Certification. In this blog, we’ll explore what this means to customers and consultants and look at why customers should always seek out some of the hundreds of consultants that have Professional Certification."
sap  sapmentor  cloud  hcm  successfactors  education  training  human_capital_management  payroll  hr  saas  consulting 
january 2016 by jonerp
Data is eating the services industry! - by @pfersht
"In short, Dries is correct in his view that the value is no longer really in owning the software, it’s in owning and orchestrating data powered by huge internet-enabled communities. And it’s also very appropriate to take this viewpoint when we look at the future of operations and service delivery, which I’ll get to soon."
analytics  and  big  data  business  process  outsourcing  (bpo)  cognitive  computing  design  thinking  digital  transformation  it  services  knowledge  &  robotic  automation  saas  paas  iaas  bpaas 
january 2016 by jonerp
Intacct Advantage 2015: Education, Collaboration, Inspiration and lots of Predictions - by @erp_mintjutras
"While today finance executives spend 80% of their time completing tasks and 20% of their time planning for the future, Mr. Reid predicts that Intacct customers will flip these percentages, spending 20% of their time completing tasks and 80% planning strategically. I buy into the concept, but perhaps not at that level. Sure you can automate a lot of the tasks performed manually today, but I worry a little about leaders spending four times as much time planning as executing on the strategy."
erp  accounting  cloud  financial  management  ia15  mint  jutras  saas 
november 2015 by jonerp
Outsourcing on life support Part I: Service providers must win back the trust of clients - by @pfersht
"Close to half the leadership we spoke to in our recent As-a-Service study view their service provider’s unwillingness to cannibalize their existing revenue model as a significant obstacle to make the As-a-Service shift, and a similar number (44%) view their provider’s lack of support to share any risk as a key issue"
2015  as-a-service  study  analytics  and  big  data  business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cloud  computing  digital  transformation  hfsresearch.com  homepage  it  services  robotic  automation  saas  paas 
october 2015 by jonerp
Sage Puts Stake in the Cloud with Sage Live - by @fscavo
"Sage is one of the world’s largest providers of business applications for small and midsize organizations. Now in the cloud it has taken a big step forward, launching Sage Live, a built-from-scratch accounting system on the Salesforce.com platform. This post outlines key features of Sage Live, the challenges it faces, and recommendations for potential buyers."
erp  selection  ascenterp  cloud  financialforce  intacct  intuit  netsuite  quickbooks  saas  sage  live  salesforce.com  xero 
october 2015 by jonerp
Prepare Your Questions For #HRTechWorld and #HRTechConf - by @infullbloomus
"For 2015, I’ve done a thorough update and added more of my own thoughts on the answers to these questions. So what you’re getting here is a mix: lots of questions with my current thoughts on the answers to some of them. But please note that this is really intended as a “starter kit” of possible questions rather than a definitive list."
debunking  calling  out  enterprise  software  follow  the  yellow  brick  road  hrm  bpo  hrmds  licensed  on-premise  metrics  analytics  saas 
october 2015 by jonerp
Cannibalize or face extinction (if you want to survive in the As-a-Service Economy) - by @pfersht
"The legacy service providers (and those service providers who may not realize they are – actually – legacy) simply don’t know how to price, solution, assess the risk and pull it all together – they can’t, because they simply aren’t set up that way."
2015  as-a-service  study  analytics  and  big  data  business  process  outsourcing  (bpo)  buyers'  sourcing  best  practices  cloud  computing  hfsresearch.com  homepage  hr  strategy  it  services  knowledge  &  robotic  automation  saas 
october 2015 by jonerp
The 2015 HfS Global IT Services Top Ten. Here it is. - by @pfersht
"AWS has dominated the infrastructure cloud market with revenues as much as ten times larger than its nearest pure play public cloud providers, at over $4.6 billion. In response to this threat, the traditional providers are also staking a major claim to be in the As-a-Service business with IBM, for example, stating it now has achieved cloud revenues of $7 billion in 2014, with $3 billion of which is As-a-Service, with the rest presumably comprising more traditional consulting and integration services."
cloud  computing  digital  transformation  hfsresearch.com  homepage  it  outsourcing  services  saas  paas  iaas  and  bpaas  security  risk  the  as-a-service  economy  enterprise  irregulars 
october 2015 by jonerp
FinancialForce Expands Its Footprint in Cloud ERP - by @fscavo
"FinancialForce continues to show strong momentum in the cloud ERP market, and it is building out its product capabilities in interesting ways. In this post, we provide an update on FinancialForce, based on interviews we conducted with its executives at Dreamforce, the annual conference for users of Salesforce.com. We also provide recommendations for buyers considering FinancialForce."
hcm  software  selection  uncategorized  ascenterp  cloud  erp  financialforce  intacct  kenandy  rootstock  saas  sage  live 
october 2015 by jonerp
IBM makes a meteoric rise into the HR-as-a-Service big three - by @pfersht
"Just when you thought IBM’s Global Business Services was cratering into an As-a-Sleep state, having sold-offits call center business exactly two years’ ago, Big Blue’s next-gen services star is once again shining, with the acquisition of one of the finest up-and-coming specialist Workday services firms in the market: Meteorix."
business  process  outsourcing  (bpo)  hfsresearch.com  homepage  hr  strategy  it  services  saas  paas  iaas  and  bpaas  talent  in  sourcing  the  as-a-service  economy  enterprise  irregulars 
october 2015 by jonerp
Rootstock Rounding Out Its Cloud ERP Offerings - by @fscavo
"Rootstock Software is an up-and-coming manufacturing cloud ERP provider, built on the Salesforce.com platform. This post provides an update on Rootstock's progress over the past year in building out its capabilities, including a new initiative for its own native financial applications. We conclude with recommendations for buyers considering Rootstock."
erp  selection  cloud  rootstock  saas  salesforce.com 
september 2015 by jonerp
Kenandy: Against the Tide of Two-Tier ERP - by @fscavo
"Still, no ERP system is a fit for every company. Kenandy is a relatively young ERP provider, although its choice of the Salesforce platform is allowing it to rapidly build out new functionality. Nevertheless, new prospects may find gaps between their business needs and what Kenandy can currently offer out of the box.
Interestingly, in our discussions with Kenandy customers, we find that some of them actually wanted this. Kenandy’s relative youth allows new customers to strongly influence its product roadmap and be a primary source of requirements."
erp  selection  cloud  kenandy  saas  salesforce.com 
september 2015 by jonerp
Why Accenture’s acquisition of Cloud Sherpas is both an offensive and defensive move - by @pfersht
"HfS views the success of this acquisition tied to Accenture’s capability to integrate its capabilities across operations, consulting and systems integration and to use the core training and certification methodologies of Cloud Sherpas to transform Accenture’s own ability to grow Salesforce consulting, implementation and management talent."
business  process  outsourcing  (bpo)  cloud  computing  crm  and  marketing  design  thinking  hfsresearch.com  homepage  it  services  saas  paas  iaas  bpaas  talent  in  sourcing  the  as-a-service  economy 
september 2015 by jonerp
Sage Says ERP is Dead. What (I think) They Really Mean Is… - by @erp_cindyjutras.
"This announcement produced a mixed response. There was some applause (ding dong the wicked witch is dead!) There were some shrugs (I don’t really care what you call it.) In conversations with clients I got some eye rolls and one actually said, “This too will pass.” My reaction? Yes, we need new ways of designing, delivering, consuming and innovating ERP. But you don’t say the automobile is dead just because there are some old clunkers still on the road."
erp  cindy  jutras  cloud  innovation  loosely  coupled  mint  next  generation  saas  sage  software  as  a  service  x3 
august 2015 by jonerp
SuccessFactors Training and Certification FAQ: 2016 Edition - by @lukemarson 7/14
"My blog SuccessFactors Training and Certification FAQ that was published back in December 2013 provided all of the relevant information relating to SuccessFactors training and certification and has been viewed over 40,000 times to-date. With rapid and big changes taking place over the last year, I thought it was time to update my blog to include latest and greatest information and also answer some of the questions as below."
sap  marketing  sapmentor  cloud  development  hcm  successfactors  training  human_capital_management  learning  hr  saas 
july 2015 by jonerp
Forget the sharing economy, we’re in the uncaring economy - by @pfersht
"However, iet’s be honest here – who really cares about these taxi drivers being forced to improve their services, clean their cabs, clean themselves, start using credit card machines and even (on occasion) help you with your bags? The fact is, unless you are a legacy taxi driver, or related to one, you’re most likely delighted they are being forced to get competitive and improve their services."
buyers'  sourcing  best  practices  design  thinking  digital  transformation  hfs  surveys:  all  our  survey  posts  hfsresearch.com  homepage  robotic  process  automation  saas  paas  iaas  and  bpaas  social  networking  change  management  talent  in 
july 2015 by jonerp
KPMG makes a bold HR-as-a-Service move buying out Towers Watson’s Workday practice - by @pfersht
"ight on cue, after we made the call is was high time for the leading consulting firms to buy into BPO, KPMG makes its first major As-a-Service move, picking up Towers Watson’s HR Service Delivery practice, which includes both technology implementation and HR process delivery capabilities."
analytics  and  big  data  business  process  outsourcing  (bpo)  cloud  computing  finance  &  accounting  bpo  hfsresearch.com  homepage  hr  strategy  it  services  saas  paas  iaas  bpaas 
july 2015 by jonerp
Death of a (software) salesman? - by @dealarchitect
"Cloud salesmen come with their own wrinkles – tricky new fees, long term commitments, and games to avoid demoing functionality (especially industry specific) they know their on-premise competitors can better deliver."
cloud  computing  saas  industry  commentary 
july 2015 by jonerp
Beyond Deployment Options: SaaS as a Business Model - by @fscavo
"But software as a service is more than just another deployment option, another way to consume software. SaaS is a business model. SaaS not only affects the product: it should drive the nature of how the provide does business, from how the product is developed and maintained to how it is sold, implemented, and supported. It should permeate the very culture of the provider’s organization."
business  strategy  crm  selection  erp  hcm  software  cloud  saas 
july 2015 by jonerp
Why big consulting needs to buy into BPO to address the As-a-Service Economy - by @pfersht
"Simply put, it’s a huge, huge challenge for most current services relationships to morph into anything closely resembling an As-a-Service model, with the current mindsets of most buyside and sellside delivery staff. Buyers need deep expertise to help them reorient their skills and capabilities – and their service providers need to make serious investments and sacrifices to help them, which give their accountants and shareholders hives."
analytics  and  big  data  business  process  outsourcing  (bpo)  hfsresearch.com  homepage  hr  strategy  it  services  knowledge  &  advisors  robotic  automation  saas  paas  iaas  bpaas 
june 2015 by jonerp
Converting your app to the cloud can be really, really hard - by @davidlinthicum
"Most applications, whether serving a single enterprise or an industry, have been built as multiuser (not multitenant) systems. They don’t focus on managing the allocation of resources on the platform -- which is essential in the cloud's multitenant architecture. (You also have new security models, new governance models, and usage-based accounting and monitoring.)"
cloud  computing  saas  application  development 
may 2015 by jonerp
SuiteWorld – NetSuite’s Fred Studer talks “bringing sexy back” to ERP #nsw15 by @derek_dupreez
"NetSuite's new CMO Fred Studer has brought a much needed facelift to the SuiteWorld conference, which has resulted in a far more engaging event."
cloud  NetSuite  SaaS 
may 2015 by jonerp
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