in it to win it product & competitive positioning
TRANSCRIPT
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Acumatica:In It to Win
ItJean Gea
Product Marketing Manager, Acumatica
August 20, 2013
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Source: “The State Of ERP In 2011: Customers Have More Options In Spite Of Market
Consolidation”, Forrester, May 2011
21%
Subscription ERP to grow 21%
annually through 2015
Source: “Ten Myths and Realities of the Software Market in 2013
”, Forrester, 2013
44%
Subscriptions already
44% of all business software spending in
2013
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Purpose
Build a strong brand
Beat the competition
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Beat the competition
Build a strong brand
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Build a Strong Brand
Make a PromiseDifferentiate
Deliver consistently
Build a strong brand
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MM = Fragmentation
• “Diversity of demand”1
• Fragmentation will persist
• SMBs prefer smaller and more localized IT providers
1 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
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“The Switchers”
“The Newbies”
Battle for Attention
Enterprise ERP
SAPOracle
Dynamics AX
Pre-ERP
ExcelQuickBooks
Zoho
Small Business Upper Mid-Market Enterprise
1 2
Lower Mid-Market
Customer size
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Acumatica
ERP Branding WarsNetSuite IntacctDynamics
• Old Tech
• Ubiquitous
• Established
• Cloud-only
• Highly driven
• Resourceful
• Limited
• Specialized
• Expertise
• Young
• Innovative
• ?
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Adaptable
Deployment
On-Premises
In the Cloud
Payment
Purchase
Subscription
Unlimited Users
Functionality
Integration
Internal
External
Customization
Development
Partner Relations
hip100%
Channel Model
Multi-Channel Model
VAR
ISV
OEM
Hosting
Our Unique Advantage
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Acumatica Cloud ERP
• One solution, infinite possibilities
• Adapts to your business
• All the benefits of the cloud, with none of the drawbacks
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Adaptable Cloud ERP
Deployment choice
Easy to use
Payment flexibility
Custom fitted
Product Value Propositions
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Easy to use
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Custom fitted
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Deployment choice
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Payment flexibility
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Value Prop Key Messaging By Audience By Features
1) Easy to use
• 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.
• BDMo Desktop-like performance, even in the cloud.o Access on the go. Intuitive user interface with
browser-based 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.
• 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
2) Custom fitted
• 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.
• TDMo 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…
Key Messaging By Value Prop, Audience & Features
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Value Prop Key Messaging By Audience By Features
3) Deployment choice
• Deploy Acumatica in the cloud or on-premises, and easily switch later. No matter which you choose, it’s the same powerful cloud ERP.
• TDMo 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.
• Deploy on-premises• Deploy on Acumatica SaaS• Select your own hosting
provider
4) Payment flexibility
• 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.
• BDMo 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
Key Messages By Value Prop, Audience & Features
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Acumatica Adapts to Your Business
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Beat the competition
Build a strong brand
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Old World New World
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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)
Attack Points• SaaS
deployment only
• Per-user pricing• Customizations
using proprietary NetSuite tools
Attack Points• SaaS
deployment only
• Per-user pricing
• Financials only
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Why Should I Bet on Acumatica?• Quality of technology• Quality of business strategy • Quality of partners • Quality of customers • Quality of team
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Build a strong brandVoice of our customers
Product messaging Product data sheets
Product videos
Beat the competition
Competitive battle cardsCompetitive data sheets
Competitive pricing calculators
Resources
partner.acumatica.com
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