Make A Stress Free Move To The Cloud: Application Modernization and Managemen...
In it to win it product & competitive positioning
1.
2. Acumatica:
In It to Win It
Jean Gea
Product Marketing Manager,
Acumatica
August 20, 2013
3. Subscriptions already
44% of all business software
spending in 2013
44%
Source: “Ten Myths and Realities of the
Software Market in 2013”, Forrester, 2013
Subscription ERP to grow
21% annually through 2015
21%
Source: “The State Of ERP In 2011: Customers
Have More Options In Spite Of Market
Consolidation”, Forrester, May 2011
6. Build a Strong Brand
Build a strong
brand
Make a Promise
Differentiate
Deliver consistently
7. MM = Fragmentation
• “Diversity of demand”1
• Fragmentation will
persist
• SMBs prefer smaller
and more localized IT
providers
Whitepaper by McKinsey’s Tech, Media and Telecom Practice, Winning in the SMB Cloud (2011):
http://www.mckinsey.com/client_service/high_tech/latest_thinking/winning_in_the_smb_cloud
1
8. Battle for Attention
1
Pre-ERP
2
“The Newbies”
“The Switchers”
Excel
QuickBooks
Zoho
Small Business
Enterprise
ERP
SAP
Oracle
Dynamics AX
Lower Mid-Market
Upper Mid-Market
Customer size
Enterprise
17. Key Messaging By Value Prop, Audience & Features
Value Prop
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1) Easy to use
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2) Custom fitted
By Audience
Key Messaging
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Work from anywhere, on any
device.
Use 100% of the system’s
capabilities in the browser, and
enjoy the same performance of
traditional ERPs.
Collaborate real time with the
latest data at your fingertips.
Pull reports real-time and update
customers immediately.
Unlimited free users, so you can
involve everybody in your ERP.
•
Protect your existing investments
by integrating Acumatica with
existing software.
Integrate easily with third-party
applications on the industry
standard .NET platform.
Extend your ERP with numerous
ISV applications that integrate with
Acumatica.
Customize Acumatica to fit your
business processes like a glove.
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By Features
BDM
o Desktop-like performance, even in the cloud.
o Access on the go. Intuitive user interface with browserbased access from anywhere, anytime.
TDM
o Lower TCO by moving to the cloud, with no escalating
costs or lock-in. Lower maintenance costs with one
centralized database.
o Ease of administration. Rights-based access allow
maximum control of user roles and access to read/write
specific data.
o Built-in security. Business logic and processing is done
on a server in a secure location of your choice.
Advanced data encryption.
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Easy navigation
Easy data entry
Quick search
Real-time connectivity with Excel
Parametric filtering in-browser
Drag and drop attachments
Mark your Favorites
Rights based access
100% browser-based
Tablets and mobile devices
TDM
o Save time. Rapidly convert your expertise into software
programs that run on Cloud technology.
o Integrate easily with existing software or third-party
applications. Acumatica is built on the industry standard
.NET platform.
o Lower cost of development with resources familiar with
the industry standard .NET platform.
BDM
• Minimize user disruption. Build workflow based on
existing business processes and keep users productive.
•
With Acumatica Studio, create highly
scalable cloud software that stand alone, or
part of a larger offering
Built-in functionality for financials,
document management, and much more
Pre-integrated accounting objects and
modules
Applications inherit multi-tenancy support
for centralized management
Built-in performance to help your
applications run efficiently over unreliable
Internet connections.
Continued…
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18. Key Messages By Value Prop, Audience & Features
Value Prop
By Audience
Key Messaging
By Features
•
Deploy Acumatica in the cloud or
on-premises, and easily switch later.
No matter which you choose, it’s the
same powerful cloud ERP.
•
TDM
o Own and retain control over your data. Export a clean copy of
your data at anytime.
o Never get locked-in. Switch easily between deployment
options. Access your data and migration tools easily.
•
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Deploy on-premises
Deploy on Acumatica SaaS
Select your own hosting provider
•
Choose a subscription plan, or buy
the license. You can switch between
both at any time.
No guesswork and no hidden costs.
Unlimited free users, so you are free
to grow.
Get everything you need for
everyone in your company at one
affordable price.
•
BDM
o Lowest TCO. Choose the functionality, deployment method and
licensing option that gives the lowest TCO.
TDM
o Easy cost planning. Cost planning is simplified as Acumatica
includes unlimited free users.
o Never get locked-in. Switch easily from subscription plan to
license purchase.
o No guesswork, no hidden fees. Priced by suite, not by module.
Our application suites include all modules and takes the
guesswork out of your purchase decision.
•
Licensing management
functionality
Subscription plans for SaaS and
SOP
3) Deployment
choice
4) Payment
flexibility
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23. Attack Points
Attack Points
Attack Points
• GP “web-client”
• SL core modules
cannot be accessed
from a web browser
• CRM not included,
requires “Connector”
• GP built on Dexterity
(1991)
• SaaS deployment
only
• Per-user pricing
• Customizations using
proprietary NetSuite
tools
• SaaS deployment
only
• Per-user pricing
• Financials only
24. Why Should I
Bet on Acumatica?
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Quality of technology
Quality of business strategy
Quality of partners
Quality of customers
Quality of team
25. Resources
Build a strong brand
Voice of our customers
Product messaging
Product data sheets
Product videos
Beat the competition
Competitive battle cards
Competitive data sheets
Competitive pricing calculators
partner.acumatica.com
