The ERP Lifestyle Consultant

The abrupt, if not totally unexpected, news of SAP AG’s (SAPG.DE) chief executive Leo Apotheke’s departure brings all sorts of Monday morning quarterbacking opportunities.

SAP’s troubles are not unique. Most ERP software companies are struggling to get their mojo back after enjoying an unprecedented run of ever increasing annual new license sales.

InfoWorld has essentially the same observation with a post  that predicts SAP’s future depends on how they treat their customers. Read it here.

But SAP is only one software company – and pretty much all software companies are suffering from this lack of customer benefit focus – having instead turned to treating the customer as a portable ATM machine that dispenses yearly maintenance fees.

Software VARS aren’t blameless either. Most hold tightly to their ancient model of overpriced canned training, installation and upgrade services  - all mechanical procedures with relatively small value add.

The past 10 years were filled with customers looking for the next great ERP software. Companies routinely reviewed their options – and when they perceived a better accounting solution was available they switched.

So what happened? Read the rest of this entry »

I just sat in on the Sage ERP X3 v6 launch which was simulcast over the web from Paris. Update: Sage have posted the complete video of the Sage ERP X3 launch online.

Sage ERP X3 was acquired by Sage in 2005. Prior to branding as Sage ERP X3 it was known as Adonix. They claim 2,700+ users — probably mostly overseas (As I’m in Glastonbury CT that would be non – USA customers – though I believe there are a several in the USA) and 150 partners. The US launch of V6 is scheduled for Q2 2010.

The overall theme of the launch today was that Sage ERP X3 is easy, simple, fast to implement, users like it.  Sage indicates that in competitive selling situations they  win about 1/3 of the time ( I’m unsure if that means globally or only in a region — it was hard to tell from responses because I was remotely connected and couldn’t see which Sage person answered).

Sage ERP X3 is one of two ERP accounting products  Sage has designated as a global offering. That means it’s intended to be used in all regions where Sage operates. The other ERP is Sage Accpac.

According to Sage they sell Sage ERP X3 50% direct and 50% through VARS. Sage further said that as of now they have no rules of engagement (????) for when to sell direct and when to sell through a VAR. This seemed really odd for me and a recipe for conflict. Read the rest of this entry »