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Zift Solutions Award Write-Up

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Zift Solutions receives Frost & Sullivan's 2019 Global Marketing Automation Solutions Innovation Excellence Frost Radar Award

Published in: Marketing
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Zift Solutions Award Write-Up

  1. 1. FROST & SULLIVAN BEST PRACTICES AWARD Innovation Excellence Frost Radar 2019 MARKETING AUTOMATION SOLUTIONS - GLOBAL
  2. 2. 1 CONGRATULATIONS! Frost & Sullivan is proud to present Zift Solutions with this year’s Frost Radar Best Practices Award for Innovation Excellence in the marketing automation solutions market. Frost & Sullivan’s global team of analysts and consultants continuously research a wide range of markets across multiple sectors and geographies. As part of this ongoing research, we identify companies that consistently develop new growth strategies based on a visionary understanding of the future, and thus more effectively address new challenges and opportunities. This involves extensive primary and secondary research across the entire value chain of specific products. Against the backdrop of this research, Frost & Sullivan recognizes Zift Solutions for these valuable achievements. The Innovation Excellence best practice award is bestowed on companies that are industry leaders reinventing themselves through R&D investments and innovation. These may be companies that are entering a new market and contend for leadership through heavy investment in R&D and innovation. Achieving Innovation Excellence is never an easy task, but it is one made even more difficult considering today’s intensely competitive environment, customer volatility, economic uncertainty, and rapid technology evolution. Within this context, Zift Solutions’ receipt of this Award signifies an even greater accomplishment. Moreover, this recognition is the result of many individuals (employees, customers, and investors) making daily choices to support the organization and meaningfully contribute to its future. Frost & Sullivan enthusiastically acknowledges and celebrates these achievements. Once again, congratulations on your accomplishments and we wish you great success in the future. Sincerely yours, Krishna Srinivasan Dilip Sarangan Global President & Managing Partner Global Research Director, Frost Radar ksrinivasan@frost.com dilip.sarangan@frost.com
  3. 3. 2 The Frost Radar Marketing Automation Solutions Market Source: Frost & Sullivan In a field of 42+ global industry participants, Frost & Sullivan has independently ranked the top 16 companies in the above Frost Radar analysis. The key parameters independently analyzed by Frost & Sullivan include:  Depth and breadth of solution  Industry verticals served  Geographical footprint  M&A, partnership, and funding activities  Price and performance value  Product innovation  Customer services and support Frost & Sullivan studies related to this independent analysis:  Global Marketing Automation Solutions (MAS) Market, Forecast to 2025
  4. 4. 3 Industry Overview The global marketing automation solutions (MAS) market is a growing market with promising marketing and sales solutions for small, medium, and enterprise customers. Growth in MAS is attributed to small- and medium-sized businesses adoption over enterprises. Marketers are adopting MAS to try and make sense of unlimited amounts of customer data and turn this data into actionable, intelligent leads and lead scoring for sales enablement. Marketers are also evolving into an omnichannel approach to reach customers from all sides and create a seamless, consistent customer experience and journey. However, MAS has not reached its full adoption potential because customers are unaware about the benefits of MAS and often have the attitude that MAS is too complicated for companies, particularly smaller ones, to use. These factors will not remain significant for long and the market is predicted to triple in revenue size by 2025. For this Frost Radar award in particular, Zift Solutions is a through-channel partner marketing automation (TCPMA) solution that offers a marketing automation tool for channel partner management and marketing strategies. This niche market is smaller than the overall MAS market but is full of opportunity because most enterprises that use channel partners for sales and marketing struggle with a unified brand and messaging through their partners. Zift Solutions was established in 2006 and has since innovated its product for best practices in TCPMA solutions. Frost Radar Growth, Innovation & Leadership Award Zift Solutions COMPANY DIAGNOSTIC While Zift Solutions originally focused only on TCPMA, it has expanded its reach over the past few years to provide end-to-end enterprise channel management. Its latest product release, ZiftONE, is the first and only all-in-one platform for channel marketing, sales, and operations. Rather than simply adding partner relationship management, onboarding, sales enablement tools, and learning management to a previous marketing automation solution, ZiftONE was purpose-built to cover and solve a broader array of complex channel challenges. The company serves 80% of channel leaders, including Oracle, Dell EMC, Star2Star Communications, and Sage, with more than a million channel partner end users relying on the Zift Platform. ZiftONE connects easily with a number of marketing automation platforms and tools, including Marketo, Salesforce, HubSpot and Oracle Eloqua, so vendors can utilize established infrastructure and partners can leverage the tools they already use every day. Zift Solutions is a global company that has healthy growth through local offices and acquisitions. Zift targets customers of any size, and provides tools for companies to grow their channel partner program depending on their channel maturity.
  5. 5. 4 FROST RADAR POSITIONING As a TCPMA solution, Zift is ranked high on the Innovation Index on the marketing automation solutions Frost Radar. The company has proven successful in innovating its products and services to meet the changing customer needs in this niche space. Zift is taking on a leadership role in this space with its ZiftONE platform and its expanded partnership list and the creation of its strategic partner program, Zift Zone. 2019 is shaping up to be a big year for Zift with these strategies in place. Frost & Sullivan feels that the channel partner marketing automation space will be a promising market for growth for both traditional marketing automation solution providers that can extend to partner services and the purpose-built solutions from providers like Zift Solutions. Given its reputation in the market and its impressive customer list, including large companies such as Oracle, Dell EMC, and Sage, Frost & Sullivan feels bullish about Zift’s progress in the market. COMPANY STRENGTHS Zift Solutions built its TCPMA solution with marketing for partners in mind, unique to other vendors that included marketing aspects onto a partner relationship management solution. Additionally, Zift connects with marketing automation platforms such as Marketo, HubSpot and Oracle Eloqua to enable customers to bring their marketing materials into Zift for partner distribution and management across all fields of communication. Zift has a healthy partner ecosystem for easy integrations and connections to make Zift a hub for all things partner management. The Zift Zone is a marketplace connecting Zift customers to its growing ecosystem of trusted and certified agencies, applications, and service providers, all of whom drive channel success. ZiftONE is the first of its kind that Frost & Sullivan has seen from TCPMA vendors. The ZiftONE platform includes channel planning and oversight, partner recruitment and onboarding, partner sales and marketing enablement, channel demand generation, and channel engagement and sales execution. By including all of these crucial partner management pieces into one solution, Zift takes the guesswork from customers looking to optimize their partner management strategy without tedious integrations and data silos. COMPANY OPPORTUNITIES By continuing to build its impressive partner list, Zift Solutions will gain more esteem in the market for its channel marketing automation solution. Zift also created the strategic partner program called Zift Zone which creates a reliable community for knowledge sharing, customer acquisition, and creative services.
  6. 6. 5 The merger with Relayware and the acquisition of Elastic Grid strengthened the channel marketing automation solution, giving Zift Solutions more of an Asia-Pacific (APAC) presence through Elastic Grid, and added creative services capabilities to Zift’s Managed Services offering. The ZiftONE platform launched in April 2019 but has already shown much promise with a regulatory compliance assurance expert company, a telecom company, TrainOurTroops and other technology companies adopting it for their channel partner management. What is the Frost Radar? A Practical, High Impact, Scalable C2A (Companies to Action) Tracking Solution WHAT IS IT? A robust analytical tool that benchmarks companies’ innovation focus and growth performance in a given market. HOW IS IT BUILT? Through in-depth analysis built on our 360-degree research methodology (primary and secondary research) and objective rating of companies in any given market. WHY DO WE NEED IT? To understand how companies benchmark against each other in their ability to innovate and grow against a backdrop of industry transformation and evolution. WHAT WILL IT ACCOMPLISH? Companies will gain an objective, independent perspective of their innovation and growth strategies, including their robustness, effectiveness, relative competitive strength, and implications on their long- term success. HOW TO USE IT? Frost Radar is a dynamic tracking tool that offers frequent rating and positioning of companies that are leading the industry on growth, innovation or both. Due to changes in operating environment and internal changes within these organizations, their positioning in Frost Radar will change over time. It is important to leverage Frost Radar to ensure that companies are aware of changes to their ecosystem and their relative positions to it.
  7. 7. 6 WHAT DOES IT MEAN TO BE ON THE FROST RADAR? Every company that finds itself on the Radar has been chosen because they have proven themselves to be worthy by demonstrating excellence in either growth, innovation, or both, and are able to translate that into proven solutions that benefit their clients. At times, companies with high market share may not place on the Radar. Companies are chosen because they are already doing great things, or because they are poised to do great things. INNOVATION EXCELLENCE AWARD The Innovation Excellence best practice award is bestowed on companies that are industry leaders reinventing themselves through R&D investments and innovation. These may be companies that are entering a new market and contend for leadership through heavy investment in R&D and innovation.
  8. 8. 7 Frost Radar 2 Major Indices, 10 Analytical Ingredients, 1 Platform VERTICAL AXIS – THE GROWTH INDEX Growth index is a measure of a company’s growth performance and track record, along with its ability to develop and execute a fully aligned growth strategy and vision; a robust growth pipeline system; and effective market-, competitor-, and end-user focused sales and marketing strategies.  GI1: Market Share (previous 3 years): Market share relative to its competitors in a given market space for the previous three years.  GI2: Revenue Growth (previous 3 years): Revenue growth rate for the previous three years in the market/industry/category that forms context for the given Frost Radar.  GI3: Growth Pipeline: This is an evaluation of the strength and leverage of the company’s growth pipeline system, to continuously capture, analyze and prioritize its universe of growth opportunities.  GI4: Vision and Strategy: This is an assessment of how well a company’s growth strategy is aligned with its vision. Are the investments the company is making in new products and markets consistent with the stated vision?  GI5: Sales and Marketing: This is a measure of the effectiveness of a company’s sales and marketing efforts in helping the company drive demand and achieve its growth objectives. HORIZONTAL AXIS – THE INNOVATION INDEX Innovation index is a measure of a company’s ability to innovate products/services/solutions that are developed with a clear understanding of disruptive Mega Trends, are globally applicable, are able to evolve and expand to serve multiple markets, and are aligned to customers’ changing needs. Key elements of this index include:  II1: Innovation Scalability: This determines whether the organization’s innovation(s) is/are globally scalable and applicable in both developing and mature markets, and also in adjacent and non-adjacent industry verticals.  II2: Research and Development: This is a measure of the efficacy of a company’s R&D strategy, as determined by the size of its R&D investment and how it feeds the innovation pipeline.  II3: Product Portfolio: This is a measure of the product portfolio of the company, focusing on the relative contribution of new products to its annual revenues.  II4: Mega Trends Leverage: This is an assessment of a company’s proactive leverage of evolving long-term opportunities and new business models, as the foundation of its innovation pipeline.  II5: Customer Alignment: This evaluates the applicability of a company’s products/ services/ solutions to current and potential customers (7-year horizon), as well as how its innovation strategy is influenced by evolving customer needs.

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