FrankfurtPartners

09/08/2012

SaaS Vertriebsmodell: Software Anbieter brauchen ein neues Modell für SaaS

Die Wünsche und Bedürfnisse der Kunden haben sich in den letzten Jahren tiefgreifend verändert. Kunden erwarten von ihren Software-Anbietern flexible, kostengünstige SaaS Lösungen. Diese neuen Bedürfnisse werden den IT-Markt nachhaltig verändern. Die Software Anbieter stehen bei der Umstellung von einem traditionellen Geschäftsmodell zu einem Software-as-a-Service Modell vor großen Herausforderungen. Bis jetzt haben sich die meisten alteingesessenen Software-Anbieter noch nicht erfolgreich an die veränderte Nachfrage angepasst. Diese Unternehmen laufen Gefahr ihre Marktposition zu verlieren. Softwareunternehmen müssen unbedingt über ihr SaaS Vertriebsmodell nachdenken und entsprechende Strategien entwickeln.

Das SaaS Vertriebsmodell unterscheidet sich gewaltig von dem traditionellen Modell. Der wesentliche Unterschied ist das die Vertriebsorganisationen in traditionellen Modell sich hauptsächlich um große Aufträge (Lizenzen mit laufenden Wartungsverträgen) konzentriert. Jedoch im SaaS Modell muss die Vertriebsorganisationen (Inside Sales) soviel Verkaufsaktionen wie möglich in kürzester Zeit für die geringsten möglichen Kosten abschließen.

http://frankfurtpartners.de/de/news/saas-forum/51-saas-vertriebsmodell.html

09/08/2012

Frankfurt Partners unterstützt Aidswaisen-Projekt in Südafrika

Thembinkosi, Gérard, Hope, Phiwa, Phiwayinkosi, Mxolisi oder Flora. So heißen Kinder die im Kinderheim von Blessed Gerard in Mandeni, Südafrika leben. Viele dieser Kinder wurden missbraucht, ausgesetzt oder vernachlässigt. Um gerade Kindern, die ohne Familie aufwachsen müssen neuen Mut zu geben, entschied sich die Frankfurter Unternehmensberatung Frankfurt Partners für eine Spende an die Brotherhood of Blessed Gerard, in Mandeni Südafrika.

„Angesichts der vielen weltweiten Katastrophen ist es uns wichtig, dass wir die Ärmsten der Armen in der Aidshölle Südafrikas nicht vergessen“. „Am schlimmsten trifft es die Kinder, die ohne Hilfe keine Chance haben. Ihnen möchten wir mit unserem Engagement helfen – und Frankfurt Partners wird sich auch in Zukunft weiter für die Brotherhood of Blessed Gerard engagieren.“

Über die Brotherhood of Blessed Gérard:

Die Brotherhood of Blessed Gérard ist eine Hilfsorganisation des Malteserordens in Südafrika. Sie unterhält unter anderem ein Aids-Hospiz, ein Kinderheim und einen Kindergarten.

Weitere Informationen finden Sie unter www.bbg.org.za

18/06/2012

Latest trends in the SaaS Industry in India

Many of us have witnessed the wave of transformation coming now and then in the way of Software and Information Technology Industry. SaaS is no different! It is growing at a rapid pace. Let’s see what is new and latest. Within last 3 to 4 years SaaS has seen humongous growth and is expecting a CAGR of 53% for the period of 2008-2015 (as predicted by Frost and Sullivan). It is expected to cross $350 million mark by end of this year.

Major dominance still is created by enterprise and collaborative applications. CRM, ERP, Security applications, as consumed by small and medium sized businesses, form a huge target market. Email services have scored the highest as compared to other enterprise applications. Interest is also growing towards PRMs, HRMs, e-learning solutions and e-procurement platforms. Content Management Systems development such as Joomla, Pligg are also likely to be prominent this year.

One of the major drivers is evolution of Telecom Service Providers. This industry has been growing and will continue to mature in future. Examples like BSNL tying up with Novatium, Airtel launching corporate mailing solution, Reliance offering hi-speed internet data card with leading laptop manufacturers, Tata Communications offering WiMax services; are all driving this industry. Airtel is also partnering with Nokia and Novatium for access device, Google for Google Applications, Microsoft for Operating System and MS Office, Tata Consulting Services for ERP/ CRM applications. Mobile companies like Nokia leverages on mobiles (smartphones) as access devices to provide applications like CRM. Mostly in means to build upon and expand the already existing networks and create connections across the market. This is mainly to keep in standing with one another, but each move is making the SaaS market stronger as a whole.

Growing internet pe*******on in India is aiding organizations to use application on demand rather than purchasing the complete license. Data Centre services have been budding in last few years and now India is becoming a global hub. Sectors like finance, manufacturing, telecom, retail, hospitality, logistics, travel and tourism are using hosting services through this innovative model. Though, BFSI segment is slow in adopting SaaS due to apprehensions about security and losing control over sensitive data.

The revolution in social media marketing and networking is bound to spill on the demand for dynamically changing applications. Organizations are linking up with social networks to launch new products, contacting customers and followers. These custom-based applications for business software, tools and games bring an innovative and enormous demand for SaaS. Salesforce.com and Zoho have alliances with Google to enable users to access all the services offered by these companies through their single Google ID. Launching their applications on Twitter and Facebook has made it easier faster and more effective to engage with customers.

Channel Partner focus is important to enter into Indian market to resolve the local language issue. Local Channel partner network will help scaling up effectively in this diverse market. India being second largest SMB market in the world, creating a high pull factor for SaaS. Buzzwords like “Fly at Re.1”, “Cars at Rs.1 lac”, “5 Star stay at Rs.1499”, “Call at 1 paisa” focus on the right price-value mix. Recession is making it all the more complex. SaaS being efficient, affordable and scalable have very low barriers to entry in such a market.

Thus, through SaaS the SMBs are looking for Technology, Delivery Model and Revenue Model Innovations for emerging in a market like India that gives many opportunities but also poses a lot of challenges.

18/06/2012

Misconceptions about SaaS ERP

SaaS (Software-as-a-service) deployed ERP model is the next big thing in the marketing business with companies big and small around the globe taking advantage of its countless benefits. As multiple international firms such as NetSuite and RightNow are offering intelligent and innovative solutions to bring businesses to the web, SaaS ERP is steadily on its way to replace traditional ERP.

While SaaS brings remote application access and flexibility to the fingertips, there is still some skepticism in the market regarding its security, data integration capability, customization and performance. The key concept here is to understand SaaS ERP system before implementing it. In this way, you can expand your control over the various features of the package and employ them smartly to get positive results.

The biggest misconception in the market with respect to software-as-a-service ERP system is the security and encryption standard. Customers and service providers alike are mistrusting to be on a platform that has not, yet, proven completely reliable.

However, this notion is very vendor specific. Established SaaS vendors are providing top-level security intelligence with various protocols running on different levels that ensure reliability and satisfaction at all times. It is a common misperception that SaaS ERP has different security issues than traditional ERP. Whereas in reality, the security concerns and threats are almost similar and Cloud ERP data is almost as secure as traditional ERP data.

Another key issue with SaaS ERP lies in the fact that it has been rumored to be less user-friendly and tricky to customize as compared to traditional ERP. However, this is not the case. SaaS has a dynamic interface that the end user can easily access and modify without any extra hassle. New functionalities and developments can be introduced quickly and efficiently without any external assistance and data can be modified while on the go.

Data integration is centralized and optimized in SaaS ERP as the operations are monitored continuously and can be modified and improved on the web without requiring additional manual expertise and maintenance. It is a misperception that SaaS ERP does not offer data integrity solutions, because in reality SaaS vendors employ real time application programming interfaces. These are more flexible and secure as compared to traditional ERP.

The cost issue is the key component to judge the consistency of any system. Although many experts have debated upon the hidden charges involved in SaaS applications, one cannot ignore the fact that SaaS ERP has successfully introduced the concept of paying for only what you want. In traditional ERP, the customer had to pay for all the features in a package, even those that were of no use to them. SaaS ERP ensures that the user only pays for what he uses and cut on the additional expenses involved.

SaaS ERP ensures optimum performance and reliable service without an additional burden of maintenance and support facilities. If you are aiming to take your business to new heights while being at par with the latest technology that the web has to offer, SaaS ERP can be your safest bet.

26/04/2012

SENSOR+TEST 2012

This year we will be at the show again. Looking forward meeting you all. We still have appointments available, so please contact us.

http://www.sensor-test.de/

Vom Sensor bis zur Auswertung:Die gesamte messtechnische Systemkompetenzfür die Mess-, Prüf- und Überwachungsaufgaben aller Branchen

20/04/2012

Is “SaaS ERP” Loaded with the Potential to become a Real Game Changer?

The modern SaaS ERP is often compared with the traditional ERP system. The comparison, on most occasions deals with determining the superiority of a single system. Although you have the option of making a selection, there are certain parameters that make SaaS or Software-as-a-Service ERP system a better choice.

Selecting an ERP system is a combination of many factors. These include ease of use, total costs and functionality of the system. If you look at the SaaS ERP system, it is simpler to install and use from a technical perspective.

Since there is no need to install the required software physically, you can save lots of time and money. This is the main reason why SaaS based ERP system is gaining popularity amongst users. Another important advantage of using SaaS is the availability of a familiar web interface.

The effectiveness of SaaS systems also lies in the fact that they are not flexible. Although it may sound as a distinct disadvantage, it does turn out to be a blessing in disguise. The traditional ERP systems are more flexible, i.e. they can be customized by the users but this turns out to be quite troublesome when the version expires.

SaaS ERP systems are always up to date. They also present less technical difficulties if the system needs to be changed. The lack of flexibility does prove to be beneficial here because you don’t have to spend lots of money if you decide to change the software you are working with. The cost related advantages make SaaS System more beneficial for companies and businesses that are still in early stages of growth.

Seamless or automatic improvement of SaaS ERP ensures that the customers have the latest software version on their system. The organizations no longer need to make hefty investments in the form of hardware upgrades.

The main advantages of SaaS ERP system can be summarized as low cost installation and ease of use. The users can reduce the expenses on hardware purchase and make the monitoring process hassle free. Another important aspect which has not been discussed is enhanced functionality of SaaS ERP system.
Putting it in simple terms, entire business operations including inspection, inventory control, check sheets, process control, management and improvement plans can be worked from anywhere, most importantly, at any time. Since SaaS ERP is accessible from every location that has an internet connection, you can access the data at any time you want.

05/04/2012

We wish you a Happy Easter!

27/03/2012

SaaS Companies Favorites for Acquisitions

Cloud Computing is an intriguing concept as it has different meanings to different people. At one hand, we have the corporate world that sees it as a remarkable way to cut costs that is in line with their strategic objectives. While on the other hand, it is just another cool toy for others.

However, it can’t be denied that there is considerable opportunity in Software-as-a-Service - a popular model of Cloud Computing. As the trends of the industry are shifting, SaaS is increasingly seen as the next step forward.

The SaaS companies are realizing exceptional growth and have left traditional software makers behind in terms of growth and valuation multiples. According to FP, it is expected that the SaaS companies are going to maintain their trend of staying ahead of traditional software makers in 2012/13.

According to FP, SaaS solutions will firmly establish themselves by 2014 and at that time, it will constitute $1 of every $5 that will be spent on software. Furthermore, FP estimates that the projected revenue of SaaS in 2014 will be $19.8 billion. Currently, Customer relationship management (CRM) makes up the largest market for SaaS.

It is therefore not a surprise that the discussion of acquisition related to the technology industry predominantly revolves around companies offering software-as-a-service (SaaS). In fact, over the past few months, there have been two substantial takeovers by major technology players - Oracle and SAP - respectively. Oracle acquired RightNow Technologies for $1.5 billion and SAP acquired SuccessFactors for around $3.4 billion. Furthermore, if we extend our time horizon, we will see that Oracle acquired Taleo earlier last year for about $1.9 billion.

One thing common about these acquired companies is that they held a significant place in the field of cloud computing or SaaS. This indicates that the trend of the industry is indeed shifting and the legacy companies are realizing that they need to adapt accordingly in order to keep up with the market. Their acquisition of SaaS companies speaks highly of this and is in line with the fact that all leading software companies have incorporated SaaS in their strategy.

It is to the advantage of Oracle to acquire a leading player, as both Taleo and SuccessFactors have been major competitors in the sphere of talent management. Both these companies have gnawed away customers away from Oracle and in this regard, it is a great move by Oracle to acquire these phenomenal companies and use their talent to its advantage.

There are also many other cloud based companies that attract considerable business because they are able to provide customers with innovations that the big players are not offering. These companies will remain key takeover targets in the near future as the industry giants will expand in the cloud computing arena.

14/03/2012

Cloud Computing in 2012

There is little doubt that cloud computing is going to enjoy a bright year in 2012. There have been various developments in the technology industry and the big players are working to establish themselves in the Cloud computing arena. It is certainly the next best thing and this makes it important to analyze how it is evolving the landscape of the industry.

One of the most exciting prospects in cloud computing is CRM services. We can safely say that the days of the old CRM when people talked about customers inside the company are long gone. Instead, businesses have realized that the most important piece of information for their CRM systems exists outside their organization like social networks. This makes cloud computing the best option for them as they are well suited to this task.

This makes the strategy of on-premise infrastructure investment unfeasible as businesses can get information more efficiently and cost effectively using cloud-based CRM, which enables them to scoop up intelligence from the cloud.

Another trend that is expected in 2012 is that CRM will be integrated with other critical business systems. This will enable businesses to get integrated and use highly efficient business processes, hence they will expect CRM to be a part of ERP, E-commerce and other professional services applications.

One more thing that we’re currently seeing is that the large industry players are rushing to the cloud. They are making key acquisitions to establish themselves in the cloud-computing landscape and the most notable of the big names have been Oracle and SAP that have made some major investments lately. SAP acquired Success Factors whereas Oracle has acquired RightNow and Taleo over the year.

The strategy for Oracle is clear. It is growing by acquisitions as it has realized that buyers have considerable positive sentiment and prefer cloud based solutions and the two acquisitions have been in line with that. It purchased RightNow in order to bolster its customer service solutions whereas the Taleo purchase was to address a gap in their Talent Management solutions similar to SAP’s acquisition of Success Factors.

We can safely expect Oracle to make some other key acquisitions in the future in order to firmly place itself in the cloud computing world. However, one key concern with regards to the acquisition strategy of Oracle is that it currently lacks an essential requirement – multi-tenant architected solutions.

Though, both Taleo and RightNow do have some modules that cater to the multi-tenant aspect, however they have not been used in the right capacity. This is an important point as these solutions will enable clients to avail the most cost effective long term structure and a highly efficient upgrade path.

This is a serious issue that Oracle will inevitably have to address in the near future.

01/03/2012

SaaS Mythen gelöst!


Trotz einer wachsenden Erfolgsgeschichte, wird SaaS immer noch von einer erstaunlichen Zahl von IT und Business Entscheider missverstanden.

Mythos #1: SaaS ist noch relativ neu und ungetestet.

Die Zahlen zeigen ein anderes Bild - SaaS ist eine Mainstream Bewegung geworden. Salesforce.com ist seit 2001 im Geschäft und hat mehr als 82,400 Kunden und US$ 1.6 Milliarden Jahresumsatz. Automatic Data Processing (ADP) - weltweit größter Anbieter für Personalabrechnung und Reisekostenmanagement - besteht seit fast 60 Jahren, Jahresumsatz von US$9 Milliarden und bedient über 550,000 Kunden weltweit.

Mythos #2: SaaS Applikationen bieten nur eine vereinfachte Version
des Originals.

Die Realität ist anders. Zwar haben es SaaS Anbieter geschafft
Anwendungen zu entwickeln die einfacher zu implementieren, zu bedienen und zu warten sind als „In-House“ Anwendungen, jedoch haben sie dafür nicht Funktionalitäten geopfert. SaaS Anwendungen sind genauso leistungsstark wir Ihre „In-House“ Konkurrenten.

Mythos #3: SaaS Applikationen können nicht angepasst werden.

Obwohl alle SaaS Anwendungen, per Definition, so konzipiert sind dass eine einheitliche Code-Basis mehrere Anwender unterstützt, gibt es jedoch unzählige Wege, auf denen SaaS angepasst und integriert werden kann. SaaS Anwendungen können konfiguriert werden um die meisten individuellen Bedürfnisse zu erfüllen.

Während SaaS nicht immer im gleichen Maße angepasst werden kann wie herkömmliche Anwendungen, ist das jedoch nicht unbedingt eine schlechte Sache. Viele Unternehmen haben ihre individuelle „In-House“ Anwendungen
in einem solchen Maß angepasst, dass die Software nicht mehr in vollem Umfang von den Herstellern unterstützt werden kann und es schwierig ist mit anderen Systemen zu integrieren. Viele CIO geben offen zu das ein hohes Maß an Anpassungsmöglichkeiten kontraproduktiv sein kann.

Mythos #4: SaaS ist nur was für kleine Unternehmen.

Unternehmen aller Größen profitieren von SaaS. Kleinere Unternehmen profitieren von den niedrigen Anschaffungskosten und monatlichen Raten, Skalierbarkeit, sofortige Verfügbarkeit und vieles mehr. Größere Unternehmen profitieren von der Tatsache dass die Software sofort einsetzbar und leichter zu verwalten ist. Weltunternehmen wie Allianz, Prudential, & Toyota benutzen SaaS. SaaS hilft diesen Unternehmen ihre knappen Ressourcen für strategische Initiativen, wie z.B. Business
Prozessverbesserung zu verwenden als für Software Implementierung.

20/01/2012

Merger & Acquistions (M&A) – Sollten Unternehmen weiterhin Transaktionen durchführen auch wenn 2/3 aller Transaktion scheitern?

Mehr als 2/3 der getätigten M&A-Transkationen generieren kein „Shareholder Value“. Dies geht aus einer Studie von Frankfurt Partners hervor. Im Mittelstand sind die Quoten noch höher. Interessant: Trotz dieser pessemistischen Zahlen nutzen mehr als 70 Prozent aller DAX 30 Unternehmen Akquisitionen als ein Instrument für zukünftiges Wachstum. Mit großem Erfolg. Denn: Die Studie belegt auch, dass Firmenübernahmen in Krisenzeiten langfristig erfolgreicher sind als M&A-Transaktionen in Phasen der Hochkonjunktur.

Mehr unter: http://frankfurtpartners.de/de/component/content/article/10-news-feed/63-sollten-unternehmen-weiterhin-transaktionen-durchfuehren.html

12/12/2011

SaaS Kundensegmente

Die bereit schafft SaaS zu nutzen nimmt immer mehr zu – besonders in den Kleinunternehmen und im Mittelstand.

"Das Schöne an SaaS ist, dass es eine enorme Demokratisierung liefert. Das heißt kleine und mittelständische Unternehmen können dieselben Software Leistungen nutzen wie die großen. In der Vergangenheit hatten große Unternehmen einen enormen IT-Vorteil.“

FP hilft Ihnen das richtige Modell zu entwickeln um die passenden Kundensegmente anzusprechen.